Overview

Google, IBM & Meta Certificates – 40% Off

One plan covers every Professional Certificate on Coursera.

Top enterprise sellers close 40% more deals at 23% higher margins than average performers, yet most sales professionals never receive formal negotiation training. This course transforms competent sellers into strategic negotiators who orchestrate complex, multi-stakeholder deals with confidence. Master the psychology of principled negotiation, learning to expand value rather than simply dividing it. Develop expertise in reading buying signals and applying the right closing technique for each situation, from assumptive to collaborative approaches. Build competitive intelligence capabilities that position you to win, while creating forecasts that accurately predict revenue and identify improvement opportunities. The course culminates in an Enterprise Sales Toolkit for manufacturing, complete with negotiation plans, closing playbooks, and battle cards that demonstrate your readiness for high-stakes deals. Graduate prepared to negotiate like a diplomat, close with confidence, and deliver predictable results.

Syllabus

Strategic Negotiation and Closing

This module integrates advanced negotiation and closing into a seamless strategy. You will master preparation techniques like BATNA development and concession planning, then learn to apply psychological principles and value-creation tactics. The module culminates in recognizing buying signals, executing situational closing techniques, and designing smooth post-close handoffs that ensure long-term account success and prevent buyer's remorse.

Market Intelligence and Positioning

This module provides a systematic approach to gathering and leveraging market and competitive intelligence. You will learn to conduct ethical research, analyze trends, and create field-ready battle cards. By transforming raw data into actionable sales tools, you will be equipped to anticipate competitor moves, highlight compelling differentiation, and increase your win rate in competitive deals.

Sales Performance and Forecasting

This module focuses on the quantitative side of sales excellence. You will learn to identify and track meaningful KPIs, build accurate and credible forecasts, and use data analysis to optimize your performance. Through hands-on activities, you will create dashboards and personal improvement plans, building the analytical capabilities needed to manage your business predictably.

Complex Deal Orchestration and Final Project

This final module synthesizes all course concepts. You will master strategies for complex multi-party and cross-cultural negotiations. Then, you will integrate your skills by building a comprehensive Enterprise Sales Toolkit for the manufacturing sector. This portfolio-ready project demonstrates your mastery of negotiation, closing, intelligence, and forecasting, preparing you for high-stakes enterprise sales.