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This beginner-level course path covers the core skills needed to manage a software sales cycle. You will learn how to identify promising prospects, personalize outreach, and maintain pipeline quality.
You will practice discovery approaches such as SPIN Selling, Pain-Claim-Gain, and the ARC method to uncover buyer needs, build trust, and position product value. You will also develop persistence, follow-up habits, and strategies for responding to rejection and pricing pressure.
The path concludes with practical negotiation and closing techniques. You will learn to use reciprocal concessions, manage timing, protect value, and secure clear buyer commitment.
