You will identify key active-listening behaviors such as paraphrasing, asking open-ended questions, and summarizing to strengthen trust and engagement during buyer interactions.

You will analyze a discovery call and produce a clear, structured summary that accurately reflects the buyer’s stated needs and priorities.

In this module, you will examine why structured stories outperform feature-based pitches in sales conversations. By breaking down the situation–struggle–solution framework and linking it to buyer psychology, you will build a clear mental model for how narrative shifts perception, attention, and recall.

In this module, you will apply storytelling principles to craft a concise, persuasive customer success story for a sales conversation. You will focus on translating the situation → struggle → solution framework into a 200-word narrative that demonstrates customer value, credibility, and relevance. Through guided examples, hands-on drafting, and a single extended Coach dialogue, you will refine your story for real-world delivery and buyer impact.

In this module, you will learn how to diagnose B2B negotiation scenarios and determine whether a competitive or collaborative approach is most appropriate. Using real-world business cases, you will apply a structured diagnostic framework to evaluate relationship value, strategic importance, and long-term impact, ending with a clear decision-making method you can use before any negotiation.

In this module, you will move from diagnosis to execution by applying a structured collaborative negotiation checklist in a realistic B2B scenario. You will learn how to open with shared purpose, uncover underlying interests, design value-expanding trade-offs, and guide the conversation toward mutual agreement, ending with a practical role-play that demonstrates your ability to create sustainable, win-win outcomes.

In this module, you learn how to distinguish between features, benefits, and measurable business outcomes, and why outcome-value framing strengthens executive negotiations. You practice converting feature-based messaging into quantified business impact statements.

In this module, you will learn how to structure a value proposition centered on measurable outcomes. You apply a practical framework to rewrite product messaging so it clearly demonstrates financial, strategic, and executive-level impact.

In this module, you explore how rapport is formed quickly in client conversations and why early connection shapes trust and engagement. You identify three rapid-rapport techniques—mirroring, small-talk alignment, and shared experiences—and reflect on how these behaviors influence first impressions. By the end of the module, you will be able to list and recognize rapport-building techniques used in effective sales openings.

In this module, you apply rapport-building techniques in simulated first-meeting scenarios. You focus on opening conversations naturally, choosing appropriate techniques, and establishing connection without wasting time. By the end of the module, you will be able to demonstrate rapport within the first two minutes of a client interaction.

In this module, you will explore four common DISC-style communication profiles used in B2B sales. The lesson focuses on recognizing behavioral cues and language patterns so sales professionals can quickly adapt their approach in real conversations.

In this module, you will practice adapting sales communication for Analytical buyers by revising real emails. Emphasis is placed on clarity, structure, data use, and credibility—all critical to gaining trust and supporting decision making.