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Consultative Selling and Buyer Engagement · LearnSpace
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Consultative Selling and Buyer Engagement

Курс от LearnQuest
Начальный≈ 5 чАнглийский
О курсеНавыкиПрограммаПреподаватели

О курсе

Advance your B2B sales skills by adopting consultative selling frameworks that drive trust and influence long-term buyers. This course focuses on core methodologies for uncovering customer needs, negotiating effectively, and personalizing every stage of the sales process for diverse markets. Through scenario-based learning and real-world projects, you’ll develop the confidence to engage C-suite officers, respond to RFPs, and craft winning presentations—laying the groundwork for impactful, scalable client partnerships in the US and India.

Навыки, которые вы освоите

Consultative SellingPresentationsStakeholder EngagementPerformance MetricNegotiationSales ProcessStakeholder AnalysisB2B SalesSales PipelinesSalesSales StrategyStakeholder ManagementSales PresentationsSales PresentationPerformance MeasurementExecutive PresenceCustomer EngagementSelling TechniquesConsultative ApproachesPerformance Analysis

Программа курса

3 модулей · 50 учебных материалов

01Consultative Discovery Excellence20 материалов

Let's Get Started

Welcome to Consultative SellingВидеоConsultative Discovery Excellence - IntroductionВидеоExpert Insights: Foundations of Sales SuccessВидеоLevel-Set with the CoachDIALOGUE

Needs Assessment Mastery

Учитесь у экспертов

LearnQuest Network

Преподаватель курса

Consultative Selling and Buyer Engagement
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Обучение на Coursera

≈ 5 ч

3 модулей

Язык: Английский

Часть программы вашего университета
Conduct effective discovery conversationsВидео
Expert Insights: Insight SellingВидео
Action Story: When the Client’s “Problem” Isn’t the Real ProblemЧтение
Distinguish surface-level from root-cause client needsВидео
Map buyer pain points to tailored solutionsВидео
Needs Assessment MasteryЗадание

Building Trust Across Markets

Leverage credibility-building tactics to overcome skepticismВидеоExpert Insights: Client First SellingВидеоAction Story: Winning Trust When the Buyer Doubts Your IntentЧтениеApply regional nuances to establish rapportВидеоUse digital touchpoints to sustain engagementВидеоEarning Trust Across MarketsDIALOGUE

Put it in Action: Consultative Discovery Excellence

Expert Insights: Core Sales Techniques and Customer EngagementВидеоProspective Client: Operations DirectorDIALOGUEConsultative Discovery ExcellenceЗаданиеFrom Consulting to ClosingВидео
02Engage Stakeholders and Close Deals15 материалов

Let's Get Started

Engage Stakeholders and Close DealsВидеоExpert Insights: The Buying CycleВидео

Influencing Decision Makers

Structure high-impact presentations that align with executive prioritiesВидеоAction Story: Presenting to a Decision Maker Who Isn’t Impressed YetЧтениеApply stakeholder mapping frameworks to identify and prioritize key playersВидеоTailor communication to maximize clarity and buy-inВидеоExpert Insights: Why Procurement Is the Real Deal CloserВидеоUntitledЗадание

Manage the Sales Cycle & RFPs

Maintain pipeline momentum with milestone tracking and follow-upsВидеоAction Story: Regaining Momentum in a Stalled Sales CycleЧтениеPrepare and respond to RFPs with documentationВидеоForecast deal progression and mitigate potential stallsВидеоKeeping Deals in MotionDIALOGUE

Put it in Action: Engage Stakeholders and Close Deals

Executive Stakeholder: VP of OperationsDIALOGUEEngage Stakeholders and Close DealsЗадание
03Collaborative Selling and Performance Metrics15 материалов

Let's Get Started

Collaborative Selling and Performance MetricsВидео

Cross-Functional Teamwork

Engage Product and Marketing Teams in Personalized Sales CampaignsВидеоAction Story: When Internal Misalignment Threatens a DealЧтениеResolve Internal Alignment Challenges to Accelerate Deal ClosuresВидеоMonitor Information Flow for Seamless Buyer Hand-OffsВидеоCross-Functional TeamworkЗадание

Sales Performance Analytics

Track and Interpret Key Performance Metrics for Continuous ImprovementВидеоAction Story: Seeing the Problem Before the Pipeline BreaksЧтениеIntegrate Analytics Tools to Monitor Client Engagement and Deal StagesВидеоBenchmark Personal Progress Against Industry AveragesВидеоSeeing the SignalsDIALOGUE

Put it in Action: Collaborative Selling and Performance Metrics

Internal Stakeholder: Product ManagerDIALOGUECollaborative Selling and Performance MetricsЗаданиеExpert Insights Unlocking Client ValueВидеоGrowth Strategies and Career ReadinessВидео