Curriculum
- 9 Sections
- 155 Lessons
- 10 Weeks
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- 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
- 3.24Rest
- 3.25Case Studies
- 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
- 4.15Rest
- 4.16Case Studies
- 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
- 7.24Rest
- 7.25Case Studies
- 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 Relationships50
- 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
- 9.49Exam
- 9.50Contact Form
Building Rapport with Customers
- Active Listening: Pay close attention to your customers’ needs and concerns. Ask open-ended questions to encourage them to share more information.
- Empathy: Understand your customers’ perspectives and emotions. Show genuine concern for their challenges and offer tailored solutions.
- Authenticity: Be yourself and establish a genuine connection. People are more likely to trust and buy from someone they feel is authentic.