Sales Free course · Certificate included
Consultative Selling & Closing
Discover real needs, sell on video and across cultures, handle objections, negotiate fairly and close without pressure
- Intermediate
- 6 h 25 min
- 16 lessons in 6 modules
- 2 h 13 min of video lectures
- Updated Sep 2026
About this course
Whether you're a creator pitching brands, a freelancer selling services or an account executive in a B2B team, the fastest way to grow revenue is to stop pitching and start diagnosing. This course teaches a complete, ethical consultative sales process for 2026.
You'll prepare in twenty minutes, run discovery with SPIN and Jobs to Be Done, qualify with MEDDICC and MEDDPICC, and bring genuine insight in the spirit of the Challenger approach — with a fair look at what each framework does and doesn't prove. You'll sell confidently on video, record calls only with proper consent, and adapt to buyers in Pakistan, the UAE, Saudi Arabia, the UK and the US. Then you'll write value propositions and proposals with mutual action plans, handle objections with a ready-made matrix, negotiate with interests and trades, and close without pressure under current consumer rules. Finally, you'll run value-adding follow-up, keep a clean CRM, and use AI and call intelligence usefully, lawfully and honestly.
Tools you’ll use
- LinkedIn Sales Navigator
- HubSpot
- Salesforce
- Gong
- Apollo
- Zoom
- Microsoft Teams
- Google Meet
- Calendly
- Loom
- DocuSign
- PandaDoc
- WhatsApp Business
- ChatGPT
- Claude
Skills
- Consultative selling
- Discovery questioning
- Sales qualification
- Remote selling
- Objection handling
- Negotiation
- Closing
- CRM management
What you’ll be able to do
- Prepare a call plan and run discovery with SPIN and Jobs to Be Done questions
- Qualify opportunities with MEDDICC/MEDDPICC and define pipeline stages by buyer actions
- Sell effectively on video and record calls only with valid consent across markets
- Adapt selling to buyers in Pakistan, the UAE, Saudi Arabia, the UK and the US
- Write value propositions, proposals and mutual action plans that get signed
- Handle objections with LAARC and negotiate with interests and if-then trades
- Close respectfully in line with consumer-protection rules and follow up with value
- Use CRM hygiene, AI and call intelligence within legal and ethical limits
Curriculum
Syllabus
- Modules
- 6
- Lessons
- 16
- Reading time
- 3.5 h
- Assessment questions
- 20
Shift from pitching products to diagnosing problems, and prepare for conversations so buyers feel understood.
- From pitching to diagnosingVideo lecture, 8′Video · 13 min
- Preparing for a sales conversationVideo lecture, 9′13 min
Use proven questioning frameworks — explained in plain language — to understand problems, qualify opportunities and bring fresh insight.
- SPIN questions in plain languageVideo lecture, 9′13 min
- Qualifying opportunities: a plain-English MEDDICCVideo lecture, 8′14 min
- Teaching with insight: the Challenger ideaVideo lecture, 8′13 min
- Jobs to Be Done discovery — and choosing between frameworksVideo lecture, 9′15 min
Selling on video with presence and proper recording consent, and adapting your process to buyers in Pakistan, the UAE, Saudi Arabia, the UK and the US.
- Remote and video selling: presence, demos, recording consent and call reviewsVideo lecture, 9′15 min
- Cross-cultural selling across Pakistan, the UAE, Saudi Arabia, the UK and the USVideo lecture, 8′15 min
Turn discovery into a tailored value proposition and handle common objections with empathy and evidence.
- Crafting tailored value propositionsVideo lecture, 8′13 min
- An objection-handling libraryVideo lecture, 9′14 min
- Proposals and mutual action plans that get signedVideo lecture, 8′15 min
Negotiate fair agreements and ask for commitment in ways that respect the buyer's autonomy.
- Negotiation basics for sellers and creatorsVideo lecture, 8′14 min
- Closing techniques that respect the buyerVideo lecture, 8′14 min
Follow up persistently without pestering, and keep clean records so no opportunity or promise slips through the cracks.
- Follow-up cadences that add valueVideo lecture, 8′13 min
- CRM hygiene: records that help you sellVideo lecture, 8′13 min
- AI-assisted selling and call intelligence — useful, lawful and honestVideo lecture, 8′15 min
- Final assessment
Your certificate
Finish with a credential anyone can check
Earn the Consultative Sales Practitioner badge: The holder can run a full consultative sales process: preparing and structuring discovery, qualifying opportunities, crafting tailored value propositions, handling objections, negotiating fair agreements, closing respectfully, and maintaining disciplined follow-up and CRM records in line with consumer- and data-protection principles.
Completed all lessons and scored at least 80% on the final assessment.
- A public verification page
- A PDF certificate to download
- An Open Badge you can share
- One click to your LinkedIn profile
Final assessment
- 20questions drawn from a larger pool
- 30 mintime limit
- 80%pass mark
- 3attempts per 24 hours
Start learning today. It’s free.
Every lesson is free to read. A free account saves your progress, unlocks the final assessment and issues your certificate.