Sales Skills - How to sell to challenging modern buyers
4.9 (13 ratings)
Course Ratings are calculated from individual students’ ratings and a variety of other signals, like age of rating and reliability, to ensure that they reflect course quality fairly and accurately.
411 students enrolled

Sales Skills - How to sell to challenging modern buyers

The types of modern buyers, main drivers, tools. The skills and how sales reps can respond and close more sales
4.9 (13 ratings)
Course Ratings are calculated from individual students’ ratings and a variety of other signals, like age of rating and reliability, to ensure that they reflect course quality fairly and accurately.
411 students enrolled
Created by Amaro Araujo
Last updated 5/2020
Current price: $62.99 Original price: $89.99 Discount: 30% off
5 hours left at this price!
30-Day Money-Back Guarantee
This course includes
  • 2 hours on-demand video
  • 17 downloadable resources
  • 2 Practice Tests
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
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What you'll learn
  • Understand who, what and how the modern buyers approach the purchasing role and objectives
  • Know the Modern buyers main drivers and fears wor weakest points
  • Get confidence to face challenging buyers
  • Be equipped to overcome deadlock negotiations
  • How to add value and increase their sales skills luggage
  • know the purchasers background and tools in order to use the right approach and response
  • Business knowledge
  • Understand the buying and selling process
  • Preferably having sales knowledge or experience

Course updated regularly

NEW practicing material:

Sales tests and Business cases, to help you explore and apply knowledge. Very important to prepare you for real case situations and job interviews. Both with proposed solutions.

This training is a masterclass on the commercial role: handling modern buyers, sales negotiation, closing deals.

This sales skills course will give you insights on the purchasing evolution and a glimpse of who are these challenging modern buyers, so well prepared. The course will enhancing your sales skills to a higher level.

By knowing who they are, how they work, what tools and systems they use; you'll be able to adopt the right approach and answer  in order to overcome such a difficult obstacle called the modern buyer, by becoming a modern sales rep.

In this sales skills course course you'll find the processes, tools and insights that will equip you properly and will give you confidence the next time you have to face such a difficult negotiation or purchaser.

As you can't improve what you don't measure, you can't overcome a purchaser that you don't really know. This sales course takes you one step ahead and sheds the light on the modern purchasers and how you can leverage your position as sales rep.

Developing skills is the best investment you can make with your money so join the course now and enhance your career in sales.

Support material provided: There are several templates and documents in the bonus lecture at the end of the course that you can download for a better follow up and application of the learnings, and that includes my best seller book "Sales is my passion" available in the last section on ebook/pdf format.

Recently added: How this course can help your career evolution. Downloadable in the first lecture.

Some Testimonials:

Radu Ursacescu: "Very useful...Many negotiation courses are theoretical / academic. Amaro put a very personal / practical touch on his course. "

Ratcliff K: "This is another league  "

Arjen B: "Very high level and pragmatic  "

LaQuadraStore: "I've been struggling with bossy buyers and this training help me to understand them and how to tackle it "

Who this course is for:
  • Sales Reps facing challenging purchasers
  • Aspiring sales reps
  • Professionals coming from other areas willing to learn or develop sales skills
  • Start up CEO's and executives
  • Sales Directors and VP of sales
Course content
Expand all 19 lectures 01:49:35
+ Introduction
1 lecture 01:40

Here you'll find the course scope, content, structure and lessons

Preview 01:40
+ Buyers vs Sellers
2 lectures 12:26

Are buyers and sellers in opposite worlds and permanent conflict?

Preview 07:05

What is the buyer main objective? Price? what's the relevance of purchasing in any company?

Buyer main objectives - the relevance of purchasing
+ Who is the modern buyer
2 lectures 16:12

Here you'll find the types of buyers and their background

Types of buyers - there are 4: Emotional, calculator, Convincer and Technical

In this lesson you'll find out how to work with each type

How do your work with each type of buyer

This quiz is to test your knowledge on the buyers types

Common types of buyers
1 question
+ Pricing at the eyes of the buyer
2 lectures 13:25

How do buyers segregate value from pricing

Value vs cost at the eyes of the buyer

How can you move away from price discussion to value creation

How to create value
+ Buyer tricks
1 lecture 07:12

Buyers most common tricks, pressure points to challenge and weaken your position

Preview 07:12

Objections are frequently used by buyers to put you under pressure, to erode your enthusiasm and to get you to lower your guard, giving up on your main demands.

This test is to check your knowledge on this field

Objections and rejections
1 question
+ The seller response
3 lectures 17:46
Portfolio classification - Breakdown your customers per relevance
Steps of negotiation: Preparation, Discussion, Proposal, Bargaining, Deal

How to pull the power to your side

Who has the power- Remember: Knowledge is power (if properly applied)

In this quiz you must show awareness of the negotiation process

steps of the negotiation process
1 question
+ Aditional material
2 lectures 11:15

Some tools and processes to support your role

Interests vs positions, negotiation range, cooperative negotiation

Some additional tools and systems to support your role

Porter's competitive forces, Kralijc matrix, Levels of perceived value
+ Powerful scenes of proposals, negotiation and deal closing
5 lectures 27:36
Negotiation scene from the movie "Jobs"
Power negotiation scene from the movie "Dark Knight"
Proposal and negotiation scene from the movie "Godfather"
Proposal presentation from the movie "Imitation game"
convincing and persuasion scenes from "12 Angry men"
+ Practice sales test
0 lectures 00:00

Let's practice a bit your knowledge and Skills.

Please be relaxed, this isn't a judgment exercise, but an opportunity to link theory with practice.

This is a multiple choice sales test. Choose the one alternative that best completes the statement or answers the question.

Sales test
22 questions
+ Bonus Lecture
1 lecture 02:03

The summary of the main takeaways

Wrap up