Closing sales: Mastering Follow-Up and Objections strategies

Name: Closing sales: Mastering Follow-Up and Objections strategies
Rating: 4.5 (311 reviews)

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

Created byRodrigo Seruya Cabral

Last updated 5/2026

English

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

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
[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
[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
[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
[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

Principles in Negotiation10:03
Preparing a Negotiation: the Negotiation Planner5:32
[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
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

How to use a system to track your sales activity9:09
The power of Knowing your Numbers in sales6:57
[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

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: