What I learn from this course?
This course provided a comprehensive overview of sales and negotiation, covering essential concepts such as understanding the sales process, effective negotiation, and building strong foundations for successful interactions. Through modules on sales techniques, negotiation fundamentals, and preparation strategies, participants gained insights into consultative selling, overcoming objections, and creating win-win solutions. The course also addressed challenging aspects like handling difficult situations and emphasized the crucial role of building long-term relationships, including customer retention techniques and after-sales service. The final module highlighted the importance of continuous improvement through self-reflection, learning from experiences, and staying updated on industry trends to navigate the dynamic landscape of sales and negotiation.
* To find out the content of the course, click on “Curriculum” above.
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Curriculum
- 9 Sections
- 153 Lessons
- 10 Weeks
Expand all sectionsCollapse all sections
- Introduction to Sales and Negotiation3
- Building Strong Foundations3
- Sales Techniques and Strategies25
- 3.11- Building Strong Foundations
- 3.2Product/Service Knowledge
- 3.3Sales Process
- 3.4Time Management
- 3.5Goal Setting
- 3.62- Developing a Sales Mindset
- 3.7Resilience
- 3.8Confidence
- 3.9Adaptability
- 3.10Customer-Centric Focus
- 3.11Continuous Learning
- 3.123- Building Rapport with Customers
- 3.13Active Listening
- 3.14Empathy
- 3.15Authenticity
- 3.16Communication Skills
- 3.17Consistency
- 3.184- Effective Communication Skills in Sales
- 3.19Clarity
- 3.20Persuasion
- 3.21Questioning Skills
- 3.22Body Language
- 3.23Negotiation Skills
- 3.24Case Studies
- 3.25Rest
- Negotiation Fundamentals16
- 4.11- Basics of Negotiation
- 4.2Preparation
- 4.3Communication Skills
- 4.4Flexibility
- 4.5Patience
- 4.6Emotional Intelligence
- 4.72- Types of Negotiation
- 4.8Distributive Negotiation
- 4.9Integrative Negotiation
- 4.103- Identifying and Understanding Stakeholders
- 4.11Key Players
- 4.12Influencers
- 4.13Hidden Stakeholders
- 4.14Understanding Interests
- 4.15Case Studies
- 4.16Rest
- Preparing for Negotiations3
- Effective Communication in Negotiations3
- Closing the Deal25
- 7.11- Closing the Deal
- 7.2Timing is Crucial
- 7.3Clear Communication
- 7.4Assumptive Close
- 7.5Trial Close
- 7.6Alternative Close
- 7.72- Closing Techniques in Sales
- 7.8The Assumptive Close
- 7.9Puppy Dog Close
- 7.10The Now or Never Close
- 7.11The Summary Close
- 7.123- Creating Win-Win Solutions in Negotiations
- 7.13Negotiating for Mutually Beneficial Solutions
- 7.14Active Listening
- 7.15Flexible Problem-Solving
- 7.16Information Sharing
- 7.17Compromise and Trade-offs
- 7.184- Handling Final Objections
- 7.19Negotiating for Mutually Beneficial Solutions
- 7.20Active Listening
- 7.21Flexible Problem-Solving
- 7.22Information Sharing
- 7.23Compromise and Trade-offs
- 7.24Case Studies
- 7.25Rest
- Handling Difficult Situations27
- 8.11- Handling Difficult Situations
- 8.2Stay Calm
- 8.3Active Listening
- 8.4Empathy
- 8.5Problem Solving
- 8.6Effective Communication
- 8.7Seeking Help
- 8.82- Dealing with Price Objections
- 8.9Value Proposition
- 8.10Understanding Objections
- 8.11Flexible Options
- 8.12Show ROI
- 8.13Negotiation Skills
- 8.143- Addressing Customer Concerns
- 8.15Active Listening
- 8.16Prompt Response
- 8.17Transparency
- 8.18Empathy
- 8.19Problem Resolution
- 8.204- Managing Negotiation Deadlocks
- 8.21Take a Break
- 8.22Explore Interests
- 8.23Brainstorm Solutions:
- 8.24Mediation
- 8.25Build Relationships
- 8.26Case Studies
- 8.27Rest
- Building Long-Term Relationships49
- 9.11- Understanding your customer’s needs and being a trusted partner
- 9.21-1 Understanding the Customer
- 9.3Truly Understanding the Customer’s Business, Challenges, and Goals
- 9.4Regularly Updating Knowledge About Their Industry
- 9.51-2 Communication is Key
- 9.6Establish Open and Transparent Communication from the Beginning
- 9.7Actively Listen to Their Concerns, Feedback, and Suggestions
- 9.81-3 Customization and Personalization
- 9.9Tailor Your Products or Services to Meet Their Specific Needs
- 9.10Remember Personal Details; It Shows That You Care Beyond the Transaction
- 9.111-4 Reliability and Consistency
- 9.12Deliver on Promises and Be Consistent in Quality and Service
- 9.13Build a Reputation for Reliability and Dependability
- 9.142- Customer retention techniques go hand in hand with relationship building
- 9.152-1 Regular Check-Ins
- 9.16Showcasing Long-Term Commitment
- 9.17Valuing the Relationship Beyond Transactions
- 9.18Opportunities for Upselling and Cross-Selling
- 9.192-2 Customer Feedback
- 9.20Seek Feedback to Understand How You Can Improve and Meet Evolving Needs
- 9.21Act on Feedback Promptly to Show That You Value Their Opinions
- 9.222-3 Loyalty Programs
- 9.23Rewarding Customer Loyalty
- 9.24Special Offers, Discounts, or Exclusive Access
- 9.25Data Insights and Personalization
- 9.262-4 Educational Content
- 9.27Positioning as an Industry Authority
- 9.28Providing Tangible Value
- 9.29Building Customer Trust
- 9.30Enhancing Customer Engagement
- 9.313- Follow-up and after-sales service are the cherries on top
- 9.323-1 Post-Sale Support
- 9.33Smooth Onboarding Process
- 9.34Post-Sale Support
- 9.35Demonstrating Commitment
- 9.363-2 Regular Follow-Ups
- 9.37Understanding Evolving Needs
- 9.38Proactive Solution Offerings
- 9.39Building Long-Term Relationships
- 9.40Strategic Partnership
- 9.413-3 Surprise and Delight
- 9.42Creating Memorable Experiences
- 9.43Enhancing Customer Loyalty
- 9.44Personalization and Exclusivity
- 9.45Word-of-Mouth Marketing
- 9.46Case Studies
- 9.47More Case Studies
- 9.48Rest
- 9.49Sales and Negotiation30 Minutes10 Questions
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