Closing sales: Mastering Follow-Up and Objections strategies

Name: Closing sales: Mastering Follow-Up and Objections strategies
Rating: 4.5 (315 reviews)

A Guide to Effective Follow-up strategies, Objection Handling techniques, and Negotiation skills.

Created byRodrigo Seruya Cabral

Last updated 5/2026

English

English [Auto],

What you'll learn

Follow-Up Strategies: Develop effective follow-up strategies to stay top-of-mind with potential customers and increase your chances of closing deals
Objection Handling: Learn how to address common sales objections, such as price, budget, or timing concerns, with confidence and tact
Sales Objections: Anticipate and overcome potential objections to close more deals
Negotiation Skills: Develop strong negotiation skills to close deals on favorable terms while maintaining positive relationships
Closing Techniques: Discover effective closing techniques to convert leads into customers
Sales Email Templates: Create professional sales email templates to streamline your follow-up efforts
Sales Scripts: Develop effective sales scripts to guide your conversations and increase your confidence
Comprehensive Coverage: Our course covers all the essential aspects of closing sales, from follow-up to negotiation
Practical Focus: We emphasize practical application of sales skills, helping you achieve real-world results
Expert Instruction: Learn from a seasoned sales professional with years of experience in the field
Proven Results: Our course has helped countless individuals achieve their sales goals and advance their careers

Course content

6 sections • 36 lectures • 2h 42m total length

Introduction5:21
Master follow-up strategies after a sales pitch, address price objections, and negotiate confidently using practical assignments like objections and price worksheets to boost daily results.

Knowing your Sales Funnel helps you ADVANCE8:10
Map your sales funnel from prospects to close, detailing stages like inbound and outbound leads, qualification, first meeting, quotes, negotiation, and sale, then advance each lead to the next stage.
Create and write down your Sales Funnel
Quiz on Sales Funnel
[AI LABS] Strategic Upgrades: Buidling Smart Follow Up Systems0:41
Using E-mail & Chat effectively to Advance along the Sales Funnel - Part 15:53
Learn to use email and chat to move leads through the sales funnel by securing small commitments and scheduling meetings, while avoiding long impersonal messages.
[AI LAB] Generating Personalized Follow-Up Messages - Your Client's Personal Hub3:33
Generic emails are a digital yawn. Use this lab to build a personal hub for your prospects, ensuring every follow up reminds them why your solution is the only logical choice.
Using E-mail & Chat effectively to Advance along the Sales Funnel - Part 28:47
Master concise cold calling emails and chats to move leads through the sales funnel, using references, names, signatures, bullet points, and clear next steps.
[AI LAB] Use LLMs To Build a Smart Follow-Up System3:22
It is time to get hands on and build a personalized follow up system using client tabs. This methodology ensures you stay on the buyer's radar while building a positive relationship.
Buying Signals and False Buying Signals8:25
Identify buying signals as concrete progress with a scheduled date and commitment, while recognizing false signals lacking a next step; tailor follow-ups to move the sale forward.
What else to expect during Follow Up & Next Meetings4:20
Master respectful tension and timely follow-ups to push for next steps, reveal value, and handle price objections in the sales funnel.
Quiz on effective Follow Up

Turning around / Dealing with Objections4:26
Learn to handle sales objections, turn around early resistance and price objections, and build and practice a five-objection script to move leads toward purchase.
[AI LABS] Strategic Upgrades: The AI-Enhanced Objection-Handling Masterclass0:48
[AI LAB] Generating Responses to Common Objections with LLM Assistance2:22
Objections are detours, not dead ends. This session shows you how to generate empathetic and persuasive responses tailored to the specific job title of your prospect.
How to respond to your most common Sales Objections5:21
Master the five-step objection handling sequence: listen with understanding, paraphrase the objection, validate the concern with empathy, respond using your objections script, and confirm resolution before moving on.
[AI LAB] Practice Objection-Handling Scenarios with LLMs0:26
[AI LAB] Use an LLM to generate responses to a list of common objections2:24
[AI LAB] Effective LLM Prompts - what works and what doesn't2:40
Turning around an objection requires precision in language. We will use AI to analyze why some responses fail and how to refine your 'Objection Script' for maximum authority.
How to turnaround the PRICE objection6:07
Turn around the price objection by building value with the lead form and a structured objection-handling sequence, defending against discount pressure. Negotiation begins only after objections are clarified.
[AI LAB] Advanced Price Objection Handling Techniques with LLMs4:47
When you hear 'It is too expensive,' you must shift to value. Use these AI strategies to break down the price and show the cost of doing nothing.
[AI LAB] Using LLMS to Simulate Roles and Personas to Practice2:02
Handling the price objection is a high-pressure moment. Use this AI technique to simulate a skeptical CFO so you can practice your turnaround logic in a safe, virtual environment.
[AI LAB] Crafting Value and Overcoming Price Objections with LLMs4:37
Are we Negotiating?1:52
Shift from defending price objections to negotiating, define the final quote with clear features and add-ons, and earn better terms like a higher upfront payment in client negotiations.

Principles in Negotiation10:03
Learn five golden rules of negotiation, turning price objections into final quotes. Trade concessions for value, collect information, express feelings, and keep all negotiable issues open until everything is agreed.
Preparing a Negotiation: the Negotiation Planner5:32
Prepare negotiations with the negotiation planner by defining five negotiable issues and setting best, target, and worst outcomes for each, to guide price, terms, delivery, maintenance, and features.
[AI LABS] Strategic Upgrades: Using AI to help with Negotiation and Closing0:39
[AI LAB] Generating Negotiation Strategies, Counterarguments and Scenarios2:20
Negotiation is a strategic workshop. Use this AI strategist to predict counter arguments and brainstorm options for pricing, payment, and contract lengths.
Negotiation Skills at work: a real example6:21
Lead negotiations by asking clients questions to fill information gaps, using information as power. Navigate payment terms, contract length, and feature choices with strategic concessions and a closing-focused approach.
[AI LAB] Using LLMs to research negotiation scenarios & develop strategies3:16
Apply negotiation principles through a practical exercise using llms to create a detailed scenario between TechSolutions, Inc. and Global Manufacturing Co., then generate strategies and simulate objections.
Wrapping up the Negotiation: Closing6:35
Close a sale by securing advances and commitments after negotiation, such as arranging a second meeting and defining timelines for each step toward the final purchase order.
[AI LAB] Generating Personalized Closing Statements and Calls to Action1:44
The final nudge must be clear and compelling. Learn how to use AI to craft closing statements based on techniques like the assumptive or summary close.
[AI LAB] LLMs to generate persuasive closing statements for specific scenarios4:05
A personal message from Rodrigo2:09
Take immediate action by applying one or two ai-driven sales techniques today; llms accelerate understanding of clients, competitors, and the value you offer.

How to use a system to track your sales activity9:09
Learn to start simple with a CRM by recording all lead activity—emails, calls, meetings, notes—and daily discipline to track stages, generate analytics, and boost sales.
The power of Knowing your Numbers in sales6:57
Know your numbers to drive sales: track CRM KPIs like dials, completed calls, and dollars closed per dial, forecast outcomes, and benchmark performance for better follow-up.
[AI LAB] LLM Prompts for Enhanced Productivity and Organization4:13
To truly 'Know your Numbers,' you must have a system that protects your time. This session provides a customized productivity framework to ensure you prioritize the activities that close deals.
Bonus lecture: A gift for Star Students7:09
Receive a thank-you gift with a 30% discount on the get started package, including two 50-minute sessions to review materials and refine scripts. Qualifying requires completing all activities and worksheets.

Requirements

No sales experience is required
You may choose to print some of the worksheets available
Understanding basic English skills (Beginner level)

Description

Have you ever landed a fantastic sales pitch only to watch the deal fizzle out due to ineffective follow-up? Are you terrified of being seen as pushy or annoying when following up with leads? Does the fear of price objections keep you up at night?

This course is your roadmap to overcoming these challenges and closing more deals. You'll learn proven strategies for:

Strategic Follow-Up: Discover the optimal timing and messaging for effective follow-up, ensuring you stay top-of-mind without being intrusive.
Conquering Objections: Learn how to address common objections, including price concerns, with confidence and tact, turning them into opportunities.
Masterful Negotiation: Develop negotiation skills that help you close deals on favorable terms without compromising your relationships.

Did you know that 80% of sales require FIVE follow-up attempts? This statistic highlights the importance of persistent and strategic follow-up in closing deals. By mastering the art of follow-up, you can significantly increase your chances of converting leads into customers.

In addition to follow-up, this course will also cover:

Objection Handling: Learn how to anticipate and effectively address common objections, such as price, budget, or timing concerns.
Negotiation Techniques: Develop negotiation skills that help you close deals on favorable terms while maintaining positive relationships with your clients.

By mastering these essential skills, you'll be able to:

Increase your sales pipeline: Generate more qualified leads and nurture them effectively.
Close deals faster: Overcome objections and negotiate favorable terms to accelerate the sales process.
Build stronger relationships: Establish trust and rapport with your clients, leading to long-term loyalty.
Advance your career: Demonstrate your expertise and achieve greater success in your sales role.

Ready to take your sales career to the next level? Start today and learn how to turn leads into loyal customers

Who this course is for:

After your sales pitch to clients, you don't really know how and when to follow up effectively
You never know what to say when potential clients tell you ... (applies to ANYTHING your potential clients tell you that makes you uncomfortable)
You become anxious when your potential clients tell you "your price is too high"
You lack the confidence during a price negotiation and want to learn how to stand up and defend your price

Closing sales: Mastering Follow-Up and Objections strategies

What you'll learn

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Course content

Introduction1 lecture • 5min

Following Up / Next Meetings8 lectures • 43min

Dealing with Objections12 lectures • 38min

Negotiation skills to close the deal10 lectures • 43min

Putting it all together1 lecture • 5min

Additional learnings4 lectures • 27min

Requirements

Description

Who this course is for: