Overview

Updated in May 2025. This course now features Coursera Coach! A smarter way to learn with interactive, real-time conversations that help you test your knowledge, challenge assumptions, and deepen your understanding as you progress through the course. Unlock the secrets to successful selling with Sales Strategies and Techniques. This course equips you with proven methods to close deals confidently, enhance customer relationships, and outshine the competition. By mastering these skills, you'll transform your sales approach and achieve measurable results. Dive into the fundamentals of consultative selling, including the PULSE model, which helps you position yourself effectively, understand customer needs, and deliver tailored solutions. Learn to build urgency and evolve your sales strategies to stay ahead in every interaction. Explore actionable techniques to gain a competitive edge, like transitioning from salesperson to trusted advisor and addressing key customer wants beyond pricing. Handle objections like a pro with tools to turn pushback into opportunity. From common objections to advanced closing techniques, you’ll gain word-for-word responses and methods to pre-empt or isolate concerns. With 33 engaging lessons, this course provides a structured, step-by-step guide for mastering the art of sales. Perfect for sales professionals, entrepreneurs, and anyone eager to improve their persuasion and negotiation skills, this course is ideal for those with some sales experience or a basic understanding of customer engagement. Whether you’re advancing your career or building a business, these techniques will propel you forward.

Syllabus

Consultative Selling

In this module, we will explore the fundamentals of consultative selling, an approach that prioritizes understanding and addressing customer needs over traditional hard-selling techniques. Through the PULSE model, you'll learn to position yourself effectively, ask insightful questions, craft compelling solutions, and evolve the sales process to closure. Additionally, we will review best practices to keep your consultative selling skills sharp and impactful.

Gaining An Unfair Advantage

In this module, we will uncover strategies to gain a competitive edge in sales, focusing on delivering value beyond price and building deep client trust. You'll learn how to tactfully handle competition, replace entrenched suppliers, and keep prospects engaged throughout the sales cycle. Additionally, we’ll explore the critical role of speed and data-driven insights in accelerating your sales performance.

Handling objections

In this module, we will transform how you approach sales objections, turning them from roadblocks into valuable insights. You'll learn to classify and handle objections with proven techniques, including the "Feel, Felt, Found" method and practical scripts for common scenarios. This section also emphasizes proactive strategies to avoid objections altogether and guides you on when to walk away from unproductive prospects. With these tools, you'll handle objections with ease and confidence while keeping the sales process on track.