The Sales Conversation: Starting, Objections, Closing + More

Name: The Sales Conversation: Starting, Objections, Closing + More
Rating: 4.6 (62 reviews)

Develop sales skills; then a great sales pitch, objections + sales questioning tactics and a strong close: sales success

Role Play

Created byBolt Learning

Last updated 6/2025

English

What you'll learn

Essential concepts needed for early success in sales conversations.
Describe the global context of a sales job.
The most useful sales skills to start quickly and well.
Basic sales vocabulary.
The diverse personality types and explain how they impact communication skills in sales.
Tactics to bypass, or collaborate with gatekeepers like receptionists and personal assistants to reach decision-makers.
Effective processes to kick-off with decision-makers, increasing the likelihood of continuing the dialogue.
How to utilize various types of questions to steer the direction of the conversation.
Strategic questioning techniques to gather information from decision-makers.
How to integrate everything into a seamless closing process for successful outcomes and future relationships.

Course content

12 sections • 127 lectures • 5h 30m total length

The Sales Conversation Trailer0:48
See who Bolt is, and what you can expect in this course.
Behind the Hosts0:48
How to use this training0:39
Our recommendation is to watch the series from beginning to end as each section follows logically from one to the other.

Start with the Topic Introduction to get an overview.
Next, watch the Context Animation for background information.
Then, the Hosts Points of View & In This Episode will give you different perspectives and an outline of the episode.
The main content is divided into sections. You'll find content followed by a quiz to check your understanding. This pattern repeats to hopefully keep you entertained while you learn.
At the end, there is a Final Summary to wrap up the episode. Don't miss the Bloopers and Credits for a fun finish!

While our recommendation is to watch each section in its entirety, each lecture is a standalone, bite-sized chunk of learning. You can enjoy them in any order if you would prefer.

Thank you for choosing Bolt. We hope you enjoy and benefit from The Sales Conversation.

Topic Introduction1:16
Meet your hosts and see the points of view they'll represent as they discuss sales ethics, the industry, where you fit and what you need to know.
Sales Essentials: Context - History of Sales1:05
Where did "Sales" come from and how has it changed over the centuries? From trade to e-sales, we'll see the evolution.
Sales Essentials: Setting the Foundation - In This Episode1:41
We'll discuss if sales is good or a bad thing; we'll take you through the sales journey and put you in the picture; we'll give you essential vocabulary.
Sales: Good or bad?6:38
We bust the stereotype of the "dodgy salesman", and show how sales is an overall benefit to society.
A Career in Sales3:18
What are your options with a sales career? We'll look at the many paths you can travel in this exciting career.
Check-point
Sales Skills5:43
The three most important skillsets for salespeople are Communication Skills, Research Skills and Organisational Skills. We'll define them and help you know what to do to improve each area.
Sales Journey1:37
What is the process you should follow for a successful sale? From product knowledge to after care we'll walk you through it.
Vocabulary4:20
We'll share how we will deal with essential sales vocab, and give you some of the most useful key phrases.
Check-point
Summary of "Sales Essentials: Setting the Foundation"1:18
The hosts wrap up and summarise what you've seen in the episode.
Bloopers and Credits: "Sales Essentials: Setting the Foundation"0:36
Thanks to all contributors - and see some funny moments from the set!
"Sales Essentials: Setting the Foundation" Resource Document0:04

Topic Introduction1:15
Personalities in Sales - Context0:47
Personalities in Sales: Know Yourself, Know Others - In This Episode0:55
The Personality Alphabet5:17
Our advice is to use the Free DISC Personality Test / DISC Assessment (crystalknows.com).
Check-point
Personality as ingredients18:23
Check-point
Personality in Sales5:55
Check-point
Summary of "Personalities in Sales - Know Yourself Know Others"1:24
Bloopers and Credits: "Personalities in Sales - Know Yourself Know Others"0:35
Thanks to all contributors - and see some funny moments from the set!
Resource Doc: "Personalities in Sales: Know yourself, Know Others"0:04

Topic Introduction1:16
Meet your hosts and see the points of view they'll represent as they discuss how intentional listening can make all the difference.
Context: Active Listening as a Superpower0:30
The sales conversation is 20% talking and 80% listening. Activate your superpower of listening to make a real difference.
Communication Essentials: Listening as a Superpower - In This Episode1:06
Active Listening is talked about in lots of ways, but we think it can be understood as 3 main steps: Be Present, Ask Good Questions, and Clarify & Confirm.
Be Present8:38
Being Present is about avoiding distractions and focusing on the speaker, letting them know you're listening. Let's see how.
Check-point
Ask Good Questions5:28
Active Listening also involves asking good questions for more information. Open, closed, probing; we'll talk about what works.
Clarify & Confirm4:09
Sometimes you need to check you're on the same page. Summarise what you understand and check if it's what the other person has been saying.
Check-point
Summary of "Communication Essentials: Listening as a Superpower"1:17
The hosts wrap up and summarise what you've seen in the episode.
Bloopers and Credits: "Communication Essentials: Listening as a Superpower"0:35
Thanks to all contributors - and see some funny moments from the set!
Communication Essentials - Resource Documents0:04

Topic Introduction1:17
Meet your hosts and see the points of view they'll represent as they discuss how to be transferred by the gatekeeper.
Context: Gatekeepers through history, from medieval to now0:53
What is the role of a gatekeeper? It's nothing new; we'll see gatekeepers from medieval times to now.
Gatekeeper Tactics: How to get Transferred - In This Episode2:07
In this episode you'll meet the gatekeepers, learn Directive and Connective techniques, and hear some best practice hints and tips.
Meet the Gatekeepers5:10
Who are the Gatekeepers? Switchboard Operators, Receptionists and Personal Assistants all qualify. Let's see what they do.
Directive Techniques: Assumptive2:57
The 3 Directive Techniques flow one to the other: Assumptive means to sound like you'll assume you'll be transferred.
Directive Techniques: Bamboozle4:21
Bamboozle is about using technical terms to prove yourself.
Directive Techniques: Urgency4:17
Urgency is about sounding busy and important.
Directive Techniques: Summary0:40
A summary of the Directive Techniques.
Check-point
Using Directive Techniques to get the gatekeeper to transfer you to the decision maker.
Connective Techniques: Make Friends2:00
The 3 Connective Techniques are used all together, and rely on the gatekeeper being a customer service professional. Make Friends and respect them.
Connective Techniques: Ask For Help2:31
Ask for help to leverage their insider knowledge of the company.
Connective Techniques: Honesty3:02
Be honest about the benefit your opportunity will bring to the company.
Connective Techniques: Summary0:40
A summary of the Connective Techniques.
Best Practice7:46
The techniques don't work in a bubble; let's step back and look at matching energy, being observant, and being professional.
Check-point
Using Connective Techniques to get the gatekeeper to transfer you to the decision maker.
Summary of "Gatekeeper Tactics: How to get Transferred"1:15
The hosts wrap up and summarise what you've seen in the episode.
Bloopers and Credits: "Gatekeeper Tactics: How to get Transferred"0:35
Thanks to all contributors - and see some funny moments from the set!
"Gatekeeper Tactics: How to get Transferred" Resource Docs0:07

Topic Introduction1:21
Meet your hosts and see the points of view they'll represent as they discuss non-verbal communication.
Context: Communication is More than What You Say0:31
Communication is more than just the words you say: everything you do adds meaning.
Non Verbals: Look at What I'm Saying - In This Episode1:13
In this episode, you'll learn why non-verbal communication is essential, how to use non-verbal signals effectively, and get quick tips to improve.
Setting the Basics3:59
Controlling non-verbal cues enhances spoken words and increases the impact of your intended message.
How You Present3:49
Your appearance makes a big difference, starting at your first impression.
Check-point
How You Speak8:01
We'll demonstrate how tone of voice, pitch and word choice can change the meaning of your speech.
How You Move6:49
Postures, gestures and how you take up space are all important; we'll show you how.
Check-point
Summary of "Non Verbals: Look at What I'm Saying"1:37
The hosts wrap up and summarise what you've seen in the episode.
Bloopers and Credits: "Non Verbals: Look at What I'm Saying"0:35
Thanks to all contributors - and see some funny moments from the set!
"Non Verbals: Look at What I'm Saying" Resource Doc0:04

Topic Introduction1:17
Meet your hosts and see the points of view they'll represent as they discuss how to opening the conversation effectively.
Context - Start to build the bridge0:37
The sales conversation is like two groups building a bridge together, each working on their own side.
Opening the Conversation: Smash Your Kick-Off - In This Episode1:50
In this episode, we'll talk about the best opening process: First Impressions, The Handshake, a Juicy Reason and the Hook.
Opening the Conversation: First Impressions1:51
You never get a second chance to make a first impression.
Match Energy3:34
Matching energy is one of the most effective ways to build rapport quickly.
The Handshake3:13
The handshake is about your introduction. Doing this right can make all the difference.
Check-point
Juicy Reason4:42
You need to find a reason so… juicy... that the decision maker wants to continue the discussion. We'll talk about what works, and how to figure out your juicy reason.
The Hook: Ask a Relevant Question2:14
The hook turns your juicy reason into a conversation. What kind of question will you ask to get the DM talking? We'll look at your options.
The Hook: Ask an Open Question1:37
An Open Question: is it the most effective way to hook the prospect into the conversation?
The Hook: Ask a Closed Question3:38
A Closed Question: how to use one correctly to hook the prospect into the conversation.
A Juicy Question3:24
Juicy Question: Whether open or closed, make the conversational opener juicy!
Check-point
Summary of "Opening the Conversation: Smash Your Kick-Off"1:10
The hosts wrap up and summarise what you've seen in the episode.
Opening the Conversation
Bloopers and Credits: "Opening the Conversation: Smash Your Kick-Off"0:35
Thanks to all contributors - and see some funny moments from the set!
"Opening the Conversation: Smash Your Kick-Off" Resource Doc0:07

Topic Introduction1:16
Meet your hosts and see the points of view they'll represent as they discuss preparing your pitch.
Context: Building The Conversation0:31
A powerful pitch combines three main elements that work together to best present your opportunity to the DM.
Stand Out, Sell More: Your Unique Sales Proposition - In This Episode1:06
In this episode we'll talk about Unique Selling Propositions, Pain Points and Objections and how they combine to make a great pitch.
Shape of a Pitch1:14
The pitch can follow a predictable pattern which is great for planning what to say, and when.
Live your USPs7:35
It isn't enough to simply know what is great about your opportunity. You need to know them inside out, and how they apply to your DM's needs and pain points.
Check-point
Preemptive Strike Objections6:19
Thinking in advance about likely objections can turn them into powerful positives in your pitch. Let's see how.
Excavate Pain Points4:12
Pain points are different from objections and needs; and if you can solve them with your opportunity you are close to making a deal.
Strike the Right Pitch4:50
We'll talk about how to put yourself into the mix and personalise your USPs, Pain Points and Objections to yourself and the DM.
Check-point
Summary of "Stand Out, Sell More: Your Unique Sales Proposition"1:50
The hosts wrap up and summarise what you've seen in the episode.
Bloopers and Credits: "Stand Out, Sell More: Your Unique Sales Proposition"0:35
Thanks to all contributors - and see some funny moments from the set!
"Stand Out, Sell More: Your Unique Sales Proposition" Resource Doc0:04

Topic Introduction1:14
Meet your hosts and see the points of view they'll represent as they discuss how to use questions to direct the conversation where you want it to go.
Context - Navigating Conversations: The Power of Questions1:05
Questions can be used to guide, pause or redirect the conversation; we'll show you how to do it.
Direct the Conversation: Questioning Strategies - In This Episode1:27
In this episode we'll talk about Leading, Clarifying and Closed questions and how they direct a conversation. Silence is useful, too.
Leading Questions5:56
Clarifying Questions5:07
Clarifying questions pause, check in and confirm understanding.
Check-point
Closed Questions7:44
Closed questions halt the flow for a quick yes or no, useful to get back on track.
Direct the Conversation with Questions
Silence5:38
Using silence to bring out the other person can be effective; be sure not to make it weird.
Check-point
Summary of "Direct the Conversation: Questioning Strategies"1:55
The hosts wrap up and summarise what you've seen in the episode.
Bloopers and Credits: "Direct the Conversation: Questioning Strategies"0:35
Thanks to all contributors - and see some funny moments from the set!
"Direct the Conversation: Questioning Strategies" Resource Docs0:07

Topic Introduction1:16
Meet your hosts and see the points of view they'll represent as they discuss how to use questions to effectively get information from the other person.
Context - Dialogue Discovery: Exploring Through Questions0:40
Questions can be used to suggest ideas, break down beliefs and make someone think.
Gathering Information: Intentional Curiosity - In This Episode1:30
In this episode we'll talk about Leading, Clarifying and Closed questions and how they direct a conversation. Silence is useful, too.
Building Rapport and Trust7:57
Hypothetical Questions - Think outside the box5:44
'What if' questions aimed to get someone thinking about a different option.
Check-point
Reflective Questions - Is it really a box?6:03
Probing Questions - What's in the box?6:44
After the DM says something useful, dig down for more information.
Check-point
Gather Information with Curiosity
Summary of "Gathering Information: Intentional Curiosity"1:13
The hosts wrap up and summarise what you've seen in the episode.
Bloopers and Credits: "Gathering Information: Intentional Curiosity"0:35
Thanks to all contributors - and see some funny moments from the set!
"Gathering Information: Intentional Curiosity" Resource Docs0:07

Requirements

No experience required, you only need an open mind to learn and apply new skills.

Description

"The Sales Conversation" is a comprehensive sales training course designed to transform your sales skills and elevate your sales career. This 11-episode series delves into the fundamentals of the sales process, leveraging cutting-edge communication techniques and personality assessment tools to help you succeed in today's competitive market. With over six hours of informative content delivered in short, easy-to-watch segments, this course combines engaging conversations and animations to enhance your learning experience.

In this course, you will learn how to navigate through gatekeepers and establish connections with key decision-makers, ensuring that your sales efforts reach the right audience. We cover every aspect of the sales conversation, starting from the opening moments to delivering compelling sales pitches, handling sales objections, and ultimately closing deals successfully. Whether cold-calling or visiting in person, opening the sales conversation, negotiating or closing, these techniques will help you succeed sooner.

Key Areas Covered:

Sales Basics and Fundamentals: Understand the fundamental principles of professional selling and how to apply them effectively in various scenarios.
Personality in Sales and Communication: Discover how your personality influences your sales communication style and how to adapt to different clients for better engagement.
Active Listening in Sales: Master the art of active listening, which accounts for 80% of a successful sales conversation.
Non-Verbal Communication Skills: Learn the importance of body language and other non-verbal cues in building trust and rapport with prospects.
Overcoming Gatekeepers: Identify the role of gatekeepers and strategies to engage them effectively to reach decision-makers.
Crafting Powerful Sales Pitches: Develop compelling sales pitches that combine unique selling points with clear value propositions to captivate your audience.
Strategic Questioning Techniques: Use questions strategically to direct the conversation, uncover client needs, and gather vital information.
Handling Sales Objections: Gain proven techniques to address and overcome sales objections smoothly, turning challenges into opportunities.
Closing Sales Successfully: Learn effective strategies to close sales deals confidently and build long-term customer relationships.
Building Customer Relationships: Understand how to nurture relationships post-sale for repeat business and referrals.

Who this course is for:

Everyone who wants to learn sales skills.
Sales beginners.
People who work in sales who think their company sales training is not comprehensive enough.
Sales people who think they don't fit the mold of 'usual' salespeople, and want to see how their talents can be useful in this field.

The Sales Conversation: Starting, Objections, Closing + More

What you'll learn

Explore related topics

Course content

Introduction3 lectures • 2min

Sales Essentials: Setting the Foundation11 lectures • 28min

Personalities in Sales: Know Yourself, Know Others9 lectures • 35min

Communication Essentials: Listening as a Superpower9 lectures • 23min

Gatekeeper Tactics: How to get Transferred18 lectures • 40min

Non Verbals: Look at What I'm Saying10 lectures • 28min

Opening the Conversation: Smash Your Kick-Off15 lectures • 30min

Stand Out, Sell More: Your Unique Sales Proposition11 lectures • 30min

Direct the Conversation: Questioning Strategies11 lectures • 31min

Gathering Information: Intentional Curiosity11 lectures • 32min

Requirements

Description

Who this course is for: