Building Partnerships: Mastering Collaborative Selling

Understanding your consumers and their wants, needs, and motivations is an essential aspect of sales. Taking the customer’s perspective can help you reach out more effectively and shorten your sales cycle.

On this 12-week microcredential from ESI, you’ll explore the role of the customer in optimising sales performance. Honing your ability to take the buyer’s perspective, you’ll learn how to work collaboratively to nurture the partnership and close the sale.

Understand the importance of the buyer’s perspective

The overarching aim of this microcredential is to give you the skills you need to understand and inhabit your buyer’s perspective. This will give you a deeper understanding of their needs, as well as the knowledge you need to meet them.

The first two weeks of the microcredential will introduce the importance of determining customer’s motivations and priorities.

Discover ways of unlocking the information you need to close a sale

Taking the buyer’s perspective involves accessing information that only they can provide. The next phase of the course will focus on equipping you with strategies to gain the partner’s trust and unlock key information.

You’ll learn to ask better questions and listen more intently so that no details are missed. This will also help quicken and shorten your sales cycle. 

Develop your credibility to build stronger partnerships

In order to build consumer trust, you need credibility. In the final weeks of the microcredential, you’ll hone your ability to sell yourself to the client along with your product.

With the customer’s trust and your ability to take their perspective, you’ll be in prime position to achieve a collaborative sale.

How will the skills I develop advance my career?

This hands-on microcredential is designed to equip with practical sales skills and strategies that you can take home and implement in your organisation.

You’ll learn how to see from your buyer’s perspective, build their trust, and listen attentively to access key information. With the help of these soft skills, you’ll be able to develop stronger and more collaborative partnerships.

You’ll also earn an industry-recognised professional qualification that you can use to demonstrate your skills and credentials to recruiters.

How does a stackable microcredential work?

This is one of a series of stackable microcredentials from ESI, meaning it can be combined with other programmes to build up to a higher qualification. Complete the microcredentials of your choice, in any order and over as long a period as you like, “stacking” skills and knowledge as you progress.

Depending on the number of microcredentials you stack, you could earn a certificate, a professional certificate, or a university-grade professional diploma.

What will I receive when I finish the microcredential?

What you receive at the end of the microcredential depends on how many microcredentials you complete. Stack two microcredentials to earn a certificate, three for a professional certificate, and four for ESI’s flagship professional diploma.