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Sales Course: SPIN Selling, AIDA, FAB, BANT, SDR, 340+ Tools
9,680 students
Sales Course: SPIN Selling, AIDA, FAB, BANT, SDR, 340+ Tools
Learn how to sell anything to anyone: buyer psychology, B2B outreach, objection scripts, negotiation, funnel metrics
Last updated 10/2026
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What you'll learn
- Take away 340+ tools: scripts, question lists, templates, procedures, AI prompts and checklists ready to copy from the presentations
- Sell with SPIN questions, the FAB template, AIDA and an eight-step sales procedure
- Qualify leads with BANT questions and compare it with MEDDIC, CHAMP, ANUM and FAINT
- Answer objections with ready response scripts, LAER and Feel Felt Found, and close with the alternative choice and direct close
- Reach clients with a five-touch outreach sequence, an elevator pitch, a value proposition template and sales storytelling
- Use 35 ready AI prompts for outreach messages, copy rewriting and sales coaching
- See 35 services and apps on screen, from a quick look to a detailed demo: HubSpot Sales Hub, LinkedIn Sales Navigator, Hunter and more
- Track a sales funnel with KPIs and customer lifetime value
- Hire, train, coach and pay a sales team
- Learn with Mike, the #1 HR instructor on Udemy: 1,800,000+ enrollments, 170,000 students, about 200 books on Amazon
Explore related topics
Course content
7 sections • 37 lectures • 15h 9m total length
Requirements
- No sales experience required: the course starts with buyer psychology and the basic techniques
- A product or service you sell, or want to sell, to practise the scripts on
- A ChatGPT or Claude account to try the AI prompts
- Nothing else to buy for the course itself: the presentations are attached to the lectures
Description
This course contains the use of artificial intelligence.
348 tools for selling in one course: 229 ready-to-use scripts, question lists, templates, procedures, AI prompts and checklists, 84 models and methods, and 35 services and apps shown on screen.
Open a lecture, take the tool, use it in your next conversation with a client.
Why people do not buy
A salesperson talks about the product and the buyer hears nothing about their own problem. An objection is met with pressure. A cold message looks like a hundred others. Selling is a sequence of steps, and each step has a technique: a question that reveals the need, a sentence that links a feature to a benefit, an answer to "it is too expensive", a way to ask for the decision.
What changes after this course
You open a conversation with questions and let the buyer name the problem. You present by feature, advantage and benefit. You qualify a lead before you spend a week on it. You answer objections calmly and by a script. You write outreach that gets replies and plan your week around the funnel numbers. And if you lead a team, you hire, train, coach and pay salespeople by a system.
What is inside: 348 tools, counted lecture by lecture
You do not have to take this number on trust. Open any lecture and read its description: every tool inside is listed there by name.
- 229 ready-to-use tools inside the presentations:
- 53 templates and sample documents: value proposition, FAB selling, sales storytelling, required lead volume calculation
- 51 question lists and scripts: SPIN selling, BANT lead qualification, customer needs discovery, sales objection responses
- 48 step-by-step procedures and workflows: eight-step sales process, value proposition development, five-touch sales outreach sequence, LAER objection handling
- 35 ready AI prompts: personality-based sales coaching, SPIN interview preparation, FAB vacancy presentation, LinkedIn follow-up sequence
- 25 checklists: LinkedIn profile, sales candidate profile screening, sales compensation plan evaluation, buyer engagement validation
- 11 scorecards, rubrics and matrices: key message scoring, retention-based commission, sales career ladder and compensation, customer conflict escalation
- 3 formulas and metric sets: sales performance metrics, recruiting metrics, customer service metrics
- 3 other working tools: two-minute rule, recruitment funnel analysis, sales performance diagnosis
- 84 models and methods explained with examples: SPIN selling, AIDA, FAB, BANT, MEDDIC, LAER and others
- 35 services and apps shown on screen, from a quick look to a detailed demo: HubSpot Sales Hub, Microsoft Dynamics 365, LinkedIn Sales Navigator, Hunter, RocketReach, Todoist, Trello, Dialpad and others
Where the tools are
- Sales fundamentals (14 tools). Buyer psychology, AIDA, SPIN questions, FAB.
- Client outreach and negotiation (37 tools). Lead qualification, outreach sequence, objection scripts, closing techniques.
- Sales efficiency and metrics (40 tools). Planning the week, goals, funnel KPIs.
- Sales funnel, copywriting and prospect activation (102 tools). The techniques shown on recruiting examples: persuasive copy, outreach messages, AI prompts, feedback questionnaires.
- Sales team leadership (108 tools). Hiring profile, interview questions, training, coaching, commission formulas, sales and marketing agreement, experiments.
- Customer care leadership (79 tools). Customer journey audit, service strategy, service metrics, conflict resolution.
Who is teaching
I am Mike, the #1 HR instructor on Udemy, with 1,800,000+ course enrollments from 170,000 students, and the author of about 200 books on Amazon. I built the people system at Preply as it became a unicorn and worked at Wargaming, iDeals and Alfa-Bank across 20 years in HR. I hold PHRi, SHRM-CP and HCI sHRBP certifications and represent HRCI in Eastern Europe.
I started in sales. My first job, an internship at Ukrsotsbank, was selling credit products to VIP clients, and I was put on the hardest part: cold calls from a list. Then at Alfa-Bank I sold loans for three months and set a record of 28 loans in one day. After that I moved into HR as a trainer and recruiter, and recruiting turned out to be very close to sales. As a buyer I have also felt the other side. When a seller pressed me, I never wanted to come back to that company. When a seller asked about me first, I was far more likely to buy.
How to use the course
Watch the first three sections in order: they give the core method. Then open what you need: section and lecture titles show how many tools are inside, and each lecture description lists them by name.
What is included
- 37 lectures across 8 sections, 15 hours
- 36 downloadable resources: the lecture presentations
- 348 tools across the lessons, ready to copy into your own work
- A 10-question practice test, a quiz and a role play
- Lifetime access to all materials
- Active instructor support in the Q&A section
- A Udemy Certificate of Completion
Where to start
Open the first lecture, take the SPIN question script and write four questions for your next client meeting. Enrol now and start your first lesson today.
Who this course is for:
- Sales representatives and SDRs in B2B and B2C who want a structured method
- Account managers and business development managers
- Founders and freelancers who sell their own product or service
- Sales managers who hire, train and coach a team
- Customer care leads whose work affects repeat sales
- Recruiters who sell a job to candidates: one section shows the same techniques on recruiting examples