Professional Development
Sales Fundamentals: Prospecting, Discovery & Objection Handling
This course equips new and developing sales professionals with a practical, ethical playbook for winning and growing business. You will start with prospecting: defining a sharp ideal customer profile, running multi-channel outreach across email, phone, and LinkedIn, writing cold messages that earn replies, and keeping a disciplined pipeline. Next you will learn discovery conversations that surface real buying motivation, using proven question frameworks and active listening to build a tailored business case across a buying committee. Later modules cover objection handling, price and authority objections, mutual close plans, and values-based negotiation that protects terms, then extend into onboarding handoffs and expansion through renewals, upsells, and referrals. Every technique is grounded in realistic scenarios you can apply immediately.
One-time purchase — own the course forever, certificate included.
Course outline
Module 1
Prospecting Foundations: Finding and Engaging the Right Buyers
- • Building a Sharp Ideal Customer Profile (ICP) and Buyer Persona · 15 min
- • Multi-Channel Prospecting: Email, Phone, and LinkedIn in Concert · 15 min
- • Writing Cold Outreach That Gets Replies · 15 min
- • Daily Prospecting Cadence and Pipeline Hygiene · 15 min
Module 2
Discovery Conversations That Uncover Real Buying Motivation
- • Designing a Discovery Call That Earns the Next Meeting · 15 min
- • Question Frameworks: SPIN, MEDDIC, and the Pain Funnel · 15 min
- • Active Listening and Multi-Threading Across the Buying Committee · 15 min
- • Turning Discovery Findings Into a Tailored Business Case · 15 min
Module 3
Objection Handling and Negotiation
- • The LAER Framework: Listen, Acknowledge, Explore, Respond · 15 min
- • Handling Price Objections Without Discounting · 15 min
- • Navigating Authority, Timing, and 'No Need' Objections · 15 min
- • Closing Techniques and Ethical Negotiation · 15 min
Module 4
Closing, Negotiation, and Post-Sale Expansion
- • Building a Mutual Close Plan That Actually Closes · 15 min
- • Values-Based Negotiation: Protecting Price and Terms · 15 min
- • The Handoff: From Closed-Won to Successful Onboarding · 15 min
- • Expansion Revenue: Renewals, Upsells, and Referrals · 15 min
Ready to start? $39 one-time · 4 CEU hours · 16 lessons
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