Consultative Selling Foundations for Complex Deals

Board Infinity via Coursera

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Provider

Coursera
Pricing

Paid Course
Languages

English
Certificate

Paid Certificate Available
Duration & workload

14 hours 41 minutes
Sessions

On-Demand
Level

Beginner
Subtitles

English

Found in

Overview

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Build strong, trust-led sales conversations for complex deals using buyer psychology, consultative discovery, value communication, and ethical closing techniques. This course walks you through the complete modern sales process—from understanding how buyers think to running confident demos, handling objections, and setting up your first sales system. In Module 1, you will see how sales really works by understanding buyer psychology, emotional drivers, and first principles of persuasion that shape every buying decision. In the next module, Module 2, we will cover the complete sales process including ICP definition, prospecting, outreach, and discovery mastery. In Module 3, we will see how to communicate value clearly, avoid over-pitching, deliver effective demos, and build trust using social proof. In Module 4, we focus on objection handling, confident closing, and price conversations without discounting. Finally, in Module 5, you will build your first practical sales system using CRM basics, metrics tracking, and a repeatable personal sales playbook. By the end, you will… -Run structured discovery calls that uncover real buyer needs -Communicate value instead of features in sales conversations -Deliver confident demos with clear next steps -Handle objections and pricing discussions without pressure -Build a simple, repeatable sales system using CRM fundamentals This course is ideal for… -Beginners entering sales, consulting, or customer-facing roles -Founders and early start-up employees handling sales conversations -Professionals transitioning into B2B or SaaS sales -Anyone who wants to sell ethically and confidently Disclaimer: This is an independent educational resource created by Board Infinity for informational and educational purposes only. This course is not affiliated with, endorsed by, sponsored by, or officially associated with any company, organization, or certification body unless explicitly stated. The content provided is based on industry knowledge and best practices but does not constitute official training material for any specific employer or certification program. All company names, trademarks, service marks, and logos referenced are the property of their respective owners and are used solely for educational identification and comparison purposes.

Syllabus

Introduction to Sales & Buyer Psychology

This module introduces learners to the true nature of sales and the psychological forces that drive buying decisions. Instead of framing sales as persuasion or pressure, this module explains sales as value transfer and problem-solving. Learners explore how sales differs from marketing and negotiation, and why selling is a core skill across nearly every career. The module then dives into buyer psychology, explaining how people make decisions using fast, emotional thinking and slower, rational thinking. Learners examine emotional triggers, cognitive biases, and real-world examples—such as premium coffee purchases—to understand why buyers choose one option over another. The module concludes with first principles of persuasion, emphasizing trust, affinity, aesthetics, and micro-conversions that move buyers toward a decision naturally. By the end of this module, learners will understand how buyers think, why trust matters more than tactics, and how to approach sales conversations with empathy and clarity.

Prospecting, ICP & Discovery Mastery

This module focuses on how sales conversations begin and how to identify the right customers to sell to. Learners are introduced to the full sales process, from prospecting to closing, with a clear breakdown of each stage. The module explains how to define an Ideal Customer Profile (ICP) using demographic, psychographic, and behavioral signals, while also identifying anti-ICPs to avoid wasted effort. Learners explore lead sources, qualification basics, and pipeline hygiene to understand how opportunities are managed. Inside sales fundamentals are covered, including common sales roles and daily workflows. The module also introduces beginner-friendly outreach techniques across email, social platforms, events, and referrals. It concludes with discovery fundamentals, teaching learners how to ask better questions, uncover hidden needs, listen actively, and diagnose problems instead of pitching prematurely. By the end of this module, learners can confidently identify prospects and run structured discovery conversations.

Value Communication & Demos

This module teaches learners how to communicate value clearly and avoid common beginner sales mistakes. The module starts by breaking down how features translate into benefits and real outcomes, helping learners identify the true value drivers that matter to buyers. Learners practice simplifying explanations using analogies and learn how overloading prospects with information reduces trust. The module then addresses over-pitching, explaining why salesy language creates resistance and how to keep conversations concise and buyer-focused. A dedicated demo section walks learners through structuring and delivering effective product demos—from opening context and highlighting “aha” moments to handling objections mid-demo and closing with clear next steps. The module concludes with social proof and trust-building techniques, including ethical use of testimonials, storytelling through case examples, and leveraging borrowed credibility. By the end of this module, learners can present value confidently and run demos that feel helpful, not pushy.

Objections, Closing & Handling Price

This module equips learners with the confidence to handle objections, ask for the sale, and manage price discussions without discomfort. Learners first explore why buyers say “no” and how to identify the real root causes behind objections—such as trust gaps, misaligned priorities, or unclear value. Practical frameworks are introduced to de-escalate tension and respond calmly to resistance. The module then focuses on closing fundamentals, teaching learners how to recognize buying signals, ask for commitment naturally, and follow up effectively when deals stall. A dedicated lesson on price handling helps learners respond to price objections without defaulting to discounts. Learners also learn basic negotiation principles and how to anchor price around value rather than cost. By the end of this module, learners will feel more comfortable handling tough conversations and moving deals forward with clarity and confidence.