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Sales Skills: Handle Objections And Close Complex Deals · LearnSpace
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Sales Skills: Handle Objections And Close Complex Deals

Курс от The Expert Academy
Средний≈ 16 чАнглийский
О курсеНавыкиПрограммаПреподаватели

О курсе

This course develops the advanced commercial skills required to influence buying committees, navigate enterprise procurement environments and close high-value B2B deals. Building on the buyer-coaching techniques from Course 2, you will learn how to guide stakeholders through objections, uncertainty and risk as deals approach commitment. You’ll explore the dynamics of modern enterprise buying processes, including qualification frameworks, multi-threaded engagement and value engineering techniques that strengthen deal progression. The course also examines how to manage procurement expectations, collaborate with legal and compliance teams and build consensus across complex stakeholder groups. Designed for sales professionals responsible for high-stakes opportunities, this course equips you with practical frameworks for objection handling, negotiation and closing. By the end, you will be able to guide enterprise deals through final decision stages with confidence while strengthening long-term customer relationships through structured account and CRM strategies.

Навыки, которые вы освоите

Customer Relationship ManagementSales ProcessNegotiationCustomer EngagementOvercoming ObjectionsCustomer RetentionCustomer Success ManagementClosing (Sales)Account StrategyProcurementCustomer Relationship BuildingStakeholder EngagementB2B SalesEnterprise SalesSales ManagementSales StrategySalesCustomer Relationship Management (CRM) SoftwareContract NegotiationPrice Negotiation

Программа курса

6 модулей · 96 учебных материалов

01Sales Skills: Advance Your Sales Success With Powerful Coaching, Challenging and Closing Techniques12 материалов

Lesson

Lesson Descriptions: Advanced Selling And Customer-Centric GrowthЧтениеIntroductionВидеоRedefining The Advanced Sales MindsetВидеоDiagnostic Coaching: From Discovery To DevelopmentВидео

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The Expert Academy

Преподаватель курса

Sales Skills: Handle Objections And Close Complex Deals
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Обучение на Coursera

≈ 16 ч

6 модулей

Язык: Английский

Часть программы вашего университета
The Challenger Framework In PracticeВидео
Advanced Objection Handling Through ReframingВидео
Coaching For Commitment: Guiding The Decision ProcessВидео
Applying Coaching, Challenging And Closing TechniquesЗадание
Precision Closing Techniques For High-Value DealsВидео
Coaching, Challenging And Closing Knowledge CheckЗадание
Handling Multi-Stakeholder Misalignment Late In A DealDIALOGUE
Project Title: Building A High-Value Deal Coaching And Closing StrategyЧтение
02Negotiation: Use Collaborative Strategies To Maximise Sales Success And Build Customer Relationships12 материалов

Lesson

Lesson Descriptions: Collaborative Negotiation Strategies For Sales SuccessЧтениеIntroductionВидеоPreparation, Preparation, PreparationВидеоBuilding Rapport And Active Listening In The Discussion PhaseВидеоCrafting Irresistible Proposals Using Creative VariablesВидеоApplying Collaborative Negotiation TechniquesЗаданиеNavigating The Bargaining TableВидеоClosing The Deal With ConfidenceВидеоDeveloping A Win-Win MindsetВидеоCollaborative Negotiation Knowledge CheckЗаданиеProject: Collaborative Negotiation Strategy And ReflectionЧтениеClarifying Requirements During An RFPDIALOGUE
03Sales For The Future: Redefining Roles And Strategies For Customer-Centric Growth12 материалов

Lesson

Lesson Descriptions: Redefining Roles And StrategiesЧтениеWorksheets: Growth Hacking Strategies For Digital SalesЧтениеSales Roles Evolution: From Account Manager To Growth HackerВидеоSales And Customer Success IntegrationВидеоSales Growth Hacking: Innovative Tactics For RevenueВидеоApplying Growth Hacking Sales StrategiesЗаданиеThe Brand Evangelist's Role In SalesВидеоCustomer Analytics: A Tool For Sales SuccessВидеоFuture Sales Trends: Focus On Customer-Centricity And DataВидеоGrowth Hacking And Sales Strategy Knowledge CheckЗаданиеProject: Redefining Sales For Customer-Centric GrowthЧтениеUsing AI Tools To Improve Sales ProductivityDIALOGUE
04 Customer Experience: Adopt Proven CRM Strategies To Boost Sales And Loyalty37 материалов

Lesson

Lesson Descriptions: CRM Strategies To Drive Loyalty And Sales GrowthЧтениеIntroductionВидеоWhat It Is And What It Isn'tВидеоToolkit 1. 12 Mistakes Assessment ToolkitЧтениеWhy It's So Important And How So Many Businesses Get It WrongВидеоToolkit 2. 7 Key Ingredients Of MCR ToolkitЧтениеThe 7 Key Ingredients Of Maximising Your Customer RelationshipsВидеоIntroducing The MCR ModelВидеоToolkit 3. Measure Your Relationships ToolkitЧтениеHow Do Your Relationships 'Measure Up'?ВидеоApplying CRM Strategies To Drive Sales And LoyaltyЗаданиеReview And Refocus Your Approach To CustomersВидеоToolkit 4. The 10 D's E-BookЧтениеDeveloping Your PlanВидеоToolkit 5. 'How Well Do You Know Your Customers?' Assessment ToolЧтениеDo You Really Know Your Customers?ВидеоToolkit 6. How To Find Out What Your Customers Think ToolkitЧтениеHow To Get To Know Them: Some Simple StepsВидеоToolkit 7. 'Are You Giving The Best To' Assessment ToolЧтениеEstablish Ties That BindВидеоToolkit 8. Get Personal 3D Ideas ToolkitЧтениеGet PersonalВидеоToolkit 9. Create Dialogue 3D Ideas ToolkitЧтениеCreate Dialogue Not DiatribesВидеоToolkit 10. Educate And Add Value ToolkitЧтениеEducate Your Customers And Add ValueВидеоMaximise Opportunities: Your OptionsВидеоToolkit 11. Get Customers To Spend More ToolkitЧтениеGetting Them To Spend MoreВидеоToolkit 12. Customers As An Extra Resource ToolkitЧтениеCustomers As An Extra ResourceВидеоToolkit 13. MCR 3D Action PlanЧтениеMaximising Your Customer Relationships: Develop Your Plan Of ActionВидеоYour Next StepsВидеоCRM Strategies For Sales And Loyalty Knowledge CheckЗаданиеProject: Develop Your Maximising Customer Relationships (MCR) PlanЧтениеUsing CRM Insight To Rebuild Customer ConfidenceDIALOGUE
05Customer Experience: Establish A Proven Framework To Increase Loyalty And Client Satisfaction10 материалов

Lesson

Lesson Descriptions: Building Customer Loyalty And Client Satisfaction FrameworksЧтениеWorksheet: Customer Success And Long-Term RetentionЧтениеIntroductionВидеоThe Customer And YouВидеоKeeping Your Customers SatisfiedВидеоMapping Out The Customer JourneyВидеоApplying Customer Loyalty And Satisfaction StrategiesЗаданиеGoing Beyond The Drawing BoardВидеоCustomer Loyalty And Satisfaction Knowledge CheckЗаданиеProject Title: Customer Service Framework Improvement PlanЧтение
06 Customer Success: The Sales Approach To Long-Term Customer Retention13 материалов

Lesson

Lesson Descriptions: Building Long-Term Customer Retention ЧтениеWorksheets: Customer Retention And Relationship Growth StrategiesЧтениеSales-Driven Customer Success Manager: Merging Success And Sales RolesВидеоOnboarding To Advocacy: Cultivating Long-Term Customer Partnerships ВидеоCross-Selling And Upselling Techniques For CSMsВидео Measuring Success: KPIs for Customer SuccessВидеоApplying Customer Success And Retention TechniquesЗаданиеUsing Data To Drive Customer Engagement And GrowthВидеоCollaborative Success: Aligning Sales And Customer Teams ВидеоCustomer Success And Retention Knowledge CheckЗаданиеProject: Mastering Customer Success For Long-Term GrowthЧтениеNavigating A Renewal Conversation When Value Is Being QuestionedDIALOGUEMarcus Alvarez, Chief Financial Officer And Final Decision MakerDIALOGUE