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

Shift from selling to trusted advising

Explore practical sales strategies that help you build trust, uncover customer needs, handle objections confidently, and create stronger client relationships. You’ll develop techniques to guide conversations more effectively and move opportunities towards successful outcomes.

Create meaningful conversations that stand out

Begin by exploring the PULSE Model to bring greater focus and structure to your sales conversations. You’ll discover how to understand customer needs, present relevant solutions, stand out from competitors, and build lasting relationships.

Turn objections into opportunities for progress

You’ll explore how to turn objections into productive sales conversations. By examining common customer concerns, response frameworks, and closing techniques, you’ll develop the confidence to address challenges effectively and guide opportunities towards successful outcomes.

Syllabus

Week 1
The Consultative Approach & Gaining Your Edge
- Course overview
  This course is designed for sales professionals, including beginners and experienced individuals looking to refine their skills. Basic knowledge of sales principles is recommended but not required.
- Foundations of Consultative Selling
  Discover why traditional hard-selling is dead and how adopting a consultative mindset builds long-term client value and trust.
- Mastering the PULSE Model
  Dive deep into each stage of the PULSE model to learn how to structure client conversations from the initial positioning down to long-term evolution.
- Gaining an Unfair Advantage
  Learn how to position your offer so uniquely that you remove price as the main buying criterion and naturally edge out the competition.
- Driving Sales Momentum
  Sales is a game of consistency and speed. Explore how to maintain prospect engagement and use data to accelerate your pipeline.
Week 2
Reframing and Handling Objections
- The Psychology of Objections
  Change your relationship with sales friction. Learn to categorize, evaluate, and welcome customer objections as buying signals.
- De-escalating Price Objections
  Price is rarely the real reason someone doesn't buy. Learn how to diagnose money hurdles and navigate price-sensitive conversations.
- Proactive Strategy & Response Frameworks
  The best way to handle an objection is to ensure it never happens. Master frameworks that neutralize concerns before the client raises them.
- Closing and Moving Forward
  You will learn the exact words to say to bridge the gap between handling the objection and securing the deal.

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 - $79

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...

Master the Consultative Selling PULSE Model
Develop strategies to become a trusted advisor
Effectively handle and overcome sales objections
Build and maintain strong client relationships
Improve sales performance and achieve better results
Analyze sales figures for continuous improvement

Who is the course for?

This course is ideal for sales professionals, including beginners and experienced individuals looking to refine their skills.

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 - $79

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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

Map your progress

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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