This course has been certified by the CPD Certification Service as conforming to continuing professional development principles. Find out more.

Professional Selling and Negotiation Dynamics

Maximise your commercial potential with this advanced sales programme designed to elevate your selling skills. This comprehensive course explores the psychology of modern purchasing decisions, focusing on how to leverage pain and pleasure in B2B and B2C sales interactions. You will learn how to integrate benefits and risks effectively to close complex deals and drive revenue. The curriculum guides you through essential planning and preparation techniques to ensure you are always ready to make the sale, preventing potential disasters through robust pipeline management.

Mastering the Customer Interaction

Discover what constitutes a truly effective sales interaction by exploring the strategic steps needed to guide prospects to their ideal solutions. The course delves into the critical aspects of asking for the sale and overcoming objections, providing you with the confidence to handle buyer resistance. You will learn why outdated push selling is ineffective and how pulling information from your prospects through active listening can significantly boost your conversion rates. We analyse the modern buyer journey to help you align your sales process with customer expectations.

Strategic Influence and Relationship Building

This sales training covers the importance of post-sale follow-up, understanding the differences between benefits and features, and identifying the characteristics of the modern-day buyer. You will explore the entire sales cycle in depth and learn to balance emotion and logic to influence your prospects effectively. By the end of this professional development course, you will be fully equipped with the consultative selling techniques and communication skills required to navigate and succeed in any competitive sales environment.

What topics will you cover?

Psychology of the Sale: Master buyer behaviour by leveraging pain and pleasure, balancing emotion with logic, and adapting to the modern buyer.
Strategic Preparation: Develop robust planning techniques and master the steps of an effective customer interaction to guide prospects to solutions.
Objection Handling: Shift from push selling to a consultative approach, gaining the confidence to overcome resistance and close deals.
Value Communication: Differentiate features from benefits to present clear value while mastering follow-up strategies for long-term loyalty.

Who is this accredited by?

The CPD Certification Service:

The CPD Certification Service was established in 1996 and is the leading independent CPD accreditation institution operating across industry sectors to complement the CPD policies of professional and academic bodies.

When would you like to start?

Start straight away and join a global classroom of learners. If the course hasn’t started yet you’ll see the future date listed below.

Available now
Join - $54

Learning on this course

On every step of the course you can meet other learners, share your ideas and join in with active discussions in the comments.

What will you achieve?

By the end of the course, you‘ll be able to...

Build effective and engaging sales interactions
Plan and prepare strategically for successful sales
Confidently handle and overcome sales objections
Understand and navigate the entire sales process
Influence prospects using both emotion and logic
Identify and address the needs of modern buyers

Who is the course for?

This course is ideal for aspiring sales professionals, current sales representatives looking to enhance their skills, and business owners seeking to improve their sales strategies. No prior sales experience is required, but a basic understanding of business principles is beneficial.

Who developed the course?

Packt

Practical Tech Learning, Built for Where the Industry Is Heading

For over 20 years, Packt has helped technologists at every stage turn complex topics into real, usable skills. We’re a global technology learning publisher with a library of more than 9,000 hands-on tutorials, and we’re adding to it constantly.

What's included?

This is a premium course. These courses are designed for professionals from specific industries looking to learn with a smaller group of like-minded individuals.

Unlimited access to this course
Includes any articles, videos, peer reviews and quizzes
Certificate of Achievement to prove your success when you're eligible
Download and print your Certificate of Achievement anytime

Join - $54

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Learning on FutureLearn

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Learn through a mix of bite-sized videos, long- and short-form articles, audio, and practical activities
Stay motivated by using the Progress page to keep track of your step completion and assessment scores

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Experience the power of social learning, and get inspired by an international network of learners
Share ideas with your peers and course educators on every step of the course
Join the conversation by reading, @ing, liking, bookmarking, and replying to comments from others

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As you work through the course, use notifications and the Progress page to guide your learning
Whenever you’re ready, mark each step as complete, you’re in control
Complete 90% of course steps and all of the assessments to earn your certificate

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