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Huizenga College of Business Students

Closing the Sale

1 Full Day  |  .6 CEUs

Most sales programs rely on strong presentations of how specific features can benefit prospects. More time is spent trying to justify why the prospect should become your customer, leaving a heavy emphasis on strategies for closing the sale. Is the secret really in the closing?

Salespeople today must become experts in managing the buying process and customer expectations from the very beginning. Customers might make decisions intellectually, but the final purchase is an emotional motivation that occurs throughout the sales process. How does your selling strategy tap into the emotional aspects of the prospect's buying process? You don't "make" sales; customers choose to buy.

Program Description

In this interactive, comprehensive course we turn traditional selling systems up-side down. By focusing on strong qualifying and responding to the real questions, success at closing the sale and financial returns explode. Sales team members are shown how to get out of their own way and increase overall sales performance. The format of the program is highly interactive and encourages participation from group members.

The program topics include:

  • Traditional Selling VS Information-Age Selling
  • When Does the Closing Really Begin
  • Uncovering Customer Needs (B2B – B2C separated)
  • Dealing With Objections EARLY
  • Specific Objections
  • Closing or Buying

Learning Outcomes

Most obstacles in the selling process are caused by the salesperson. Participants will come away knowing how to stop acting like a salesperson in order to get out of the way so their customers can buy!


The program is designed for sales people at all levels of experience.

Program Dates / Locations

While this course is not scheduled at this time, any of the executive education programs offered by the Hudson Center of Entrepreneurship and Executive Education (HCEEE) can be delivered to your organization either in our classroom or at your location. Please contact us for more information.

Program Fee

Fee of $395 includes tuition, instructional materials and lunch.


Dena Hale, PhD

Dr. Dena Hale is an assistant professor of Marketing at Nova Southeastern University. She received one Bachelors of Arts in Foreign Language and International Trade, two Bachelors of Science in Marketing and Business Administration, a Master of Business Administration, and a Ph.D. of Business Administration (Marketing) from Southern Illinois University Carbondale. Dr. Hale's previous work experience includes eleven years of military service (U.S. Army Active, Reserve and Illinois National Guard) and seven years of sales within the service, advertising, and transportation industries (e.g. Zimmer Radio Group, Brandt Trucklines, Color Associates) . Her research interests include Services Marketing, consumer self-efficacy, mature consumer decision making, age cohort comparisons, service innovation, and self-service technology. Dr. Hale has published a variety of proceedings related to her research interests in a number of conferences to include the Society for Marketing Advances, American Marketing Association (Winter), Frontiers in Services, and Marketing Science Institute INFORMS. Her work has also been published or is forthcoming in the International Journal of Electronic Marketing and Retailing, Journal of Services Marketing, Journal of Management Education, Marketing Education Review, Western Journal of Resource Management and Journal of Rural Health.

Course Customization

Using core programs, we can customize the material to fit your corporate training needs. With our extensive resources and program facilitators, we will design a program that is tailored to fit your specified objectives and requirements.

Substitution, Cancellation, Fee and Transfer Policies

We realize that occasionally you need to cancel your registration. You can substitute another individual in your place at any time prior to the first day of a program.

If you wish to receive a credit toward a future program: we will allow you to transfer you registration to a future date of the same program you are enrolled in currently, provided we receive written notice two weeks prior to the start date of the class you are currently registered in. You are permitted to re-register only one time.

If you wish to receive a refund: written cancellations received 30 calendar days before a program begins will be issued a full refund, less a $150.00 processing fee; written cancellations received 6 to 29 calendar days prior to the start of a program will get 50 percent of the registration fee refunded. We apologize but we cannot provide a refund if we receive your written cancellation in five or fewer business days prior to the start of the program.

In the event of non-payment, the responsibility for any fees incurred in collecting the payment is the responsibility of the customer.

Fees and dates are subject to change without notice.

Contact Information

For additional program information, please contact us at:

Hudson Center of Entrepreneurship and Executive Education
H. Wayne Huizenga College of Business and Entrepreneurship
Nova Southeastern University
3301 College Avenue, Carl DeSantis Building, Suite 2088
Fort Lauderdale-Davie, FL 33314
Tel: 954.262.5161
Toll Free: 800.672.7223, ext. 25161
Fax: 954.262.3188

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