The sales course, in two courses
Thirty modules on how to win, negotiate and close deals. Foundations is the first ten; Advanced is the next twenty, in four parts. Each course ends in a final project written about your own deals, and each leads to a sales credential. Take them in either order; we advise starting with Foundations.
| Course | Hours | Modules | Credential | Price |
|---|---|---|---|---|
| Foundations Earning the Yes | 47.25 h | 10 | Professional Selling: Foundations | $395 |
| Advanced Negotiation, the Room, Judgment and the Long Game | 59.25 h | 20 | Professional Selling: Advanced | $795 |
Each lesson takes 45 minutes.
Foundations: Earning the Yes
The foundations of selling: how a buyer decides to buy, and how to earn that decision. Getting attention, finding the real problem and how the buyer sees it, building trust, explaining your offer, handling objections, getting a commitment, following through after the yes, and practising so that you keep getting better.
- Length
- 10 modules; 47.25 hours
- Final project
- A complete written plan for winning one real sale of your own: what to ask, in what order, and what you need to hear before you ask for the business.
- Credential
- Professional Selling: Foundations
- Order
- Start here. Advanced assumes what it teaches.
Advanced: Negotiation, the Room, Judgment and the Long Game
Negotiating, closing bigger deals and selling well over a whole career, in four parts. Part A, negotiation: what each side really needs, where agreement is possible, concessions, holding your price, deadlock and professional buyers. Part B, the room and the deal: the people in the decision, how spending gets approved, structuring the deal, terms and winning business from an existing supplier. Part C, judgment: which deals to drop, judging a whole pipeline, forecasting honestly, learning from lost deals and selling ethically under pressure. Part D, the long game: referrals and reputation, growing existing accounts, teaching others to sell, and a selling career that lasts twenty years.
- Length
- 20 modules; 59.25 hours
- Parts
- Part A, Negotiation (Modules 11 to 16; 19.5 h). Part B, The room and the deal (Modules 17 to 21; 14.25 h). Part C, Judgment (Modules 22 to 26; 13.5 h). Part D, The long game (Modules 27 to 30; 12 h).
- Final project
- Two pieces of writing about your own deals. A negotiation plan for a real deal: what each side really needs, the alternatives, the order of your concessions and the point at which you walk away. And a written review of a real deal you lost: what happened, what you believed at the time, where it was decided and what you will do differently.
- Credential
- Professional Selling: Advanced
- Order
- Best taken after Foundations. You can take it first; nothing stops you.
Both courses together
Foundations and Advanced together: all 30 modules, and the path to both sales credentials. Foundations is 47.25 hours. Advanced has 59.25 hours.
Not ready for a full course? The book and mini-course include Module 1 of Foundations in full.