Consultative Selling and Buyer Engagement
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Consultative Selling and Buyer Engagement
This course is part of Foundations of B2B Tech Sales Specialization
Instructor: LearnQuest Network
Included with
Skills you'll gain
- Sales
- Customer Engagement
- Sales Strategy
- Executive Presence
- Stakeholder Engagement
- Sales Presentations
- Sales Presentation
- Selling Techniques
- Negotiation
- Consultative Approaches
- Stakeholder Management
- B2B Sales
- Sales Pipelines
- Presentations
- Performance Measurement
- Performance Metric
- Performance Analysis
- Consultative Selling
- Stakeholder Analysis
- Sales Process
Details to know
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- Learn new concepts from industry experts
- Gain a foundational understanding of a subject or tool
- Develop job-relevant skills with hands-on projects
- Earn a shareable career certificate
There are 3 modules in this course
Advance your B2B sales skills by adopting consultative selling frameworks that drive trust and influence long-term buyers. This course focuses on core methodologies for uncovering customer needs, negotiating effectively, and personalizing every stage of the sales process for diverse markets. Through scenario-based learning and real-world projects, you’ll develop the confidence to engage C-suite officers, respond to RFPs, and craft winning presentations—laying the groundwork for impactful, scalable client partnerships in the US and India.
Establish yourself as a trusted advisor by mastering needs discovery, probing techniques, and consultative questioning. Learn to recognize implicit information, personalize solutions, and balance the expectations of buyers from varying cultural contexts. Apply these skills to streamline qualification processes and start building credibility from the very first touchpoint
What's included
13 videos2 readings2 assignments
13 videos•Total 27 minutes
- Welcome to Consultative Selling•2 minutes
- Consultative Discovery Excellence - Introduction•1 minute
- Expert Insights: Foundations of Sales Success•3 minutes
- Conduct effective discovery conversations•2 minutes
- Expert Insights: Insight Selling•3 minutes
- Distinguish surface-level from root-cause client needs•2 minutes
- Map buyer pain points to tailored solutions•2 minutes
- Leverage credibility-building tactics to overcome skepticism•2 minutes
- Expert Insights: Client First Selling•2 minutes
- Apply regional nuances to establish rapport•2 minutes
- Use digital touchpoints to sustain engagement•2 minutes
- Expert Insights: Core Sales Techniques and Customer Engagement•3 minutes
- From Consulting to Closing•2 minutes
2 readings•Total 10 minutes
- Action Story: When the Client’s “Problem” Isn’t the Real Problem•5 minutes
- Action Story: Winning Trust When the Buyer Doubts Your Intent•5 minutes
2 assignments•Total 36 minutes
- Needs Assessment Mastery•10 minutes
- Consultative Discovery Excellence•26 minutes
Go beyond basic pitching—learn to engage, influence, and win buy-in from varied stakeholders, including top-level executives. This module provides actionable strategies to manage long sales cycles, prepare for negotiations, and handle proposals and RFPs. Learn how to deliver persuasive presentations and break down technical content for decision-makers.
What's included
9 videos2 readings2 assignments
9 videos•Total 17 minutes
- Engage Stakeholders and Close Deals•1 minute
- Expert Insights: The Buying Cycle•3 minutes
- Structure high-impact presentations that align with executive priorities•2 minutes
- Apply stakeholder mapping frameworks to identify and prioritize key players•2 minutes
- Tailor communication to maximize clarity and buy-in•1 minute
- Expert Insights: Why Procurement Is the Real Deal Closer•3 minutes
- Maintain pipeline momentum with milestone tracking and follow-ups•1 minute
- Prepare and respond to RFPs with documentation•1 minute
- Forecast deal progression and mitigate potential stalls•2 minutes
2 readings•Total 10 minutes
- Action Story: Presenting to a Decision Maker Who Isn’t Impressed Yet•5 minutes
- Action Story: Regaining Momentum in a Stalled Sales Cycle•5 minutes
2 assignments•Total 36 minutes
- Untitled•10 minutes
- Engage Stakeholders and Close Deals•26 minutes
In today’s complex B2B landscape, top sales professionals rarely work alone. “Collaborative Selling and Performance Metrics” equips you with the skills to align seamlessly with marketing, product, and technical teams—unlocking smoother sales cycles, stronger client relationships, and consistently higher performance. Through hands-on learning, you’ll master collaboration workflows, learn how to measure what matters, and use powerful analytics dashboards to drive your personal and team success. Whether you’re targeting rapid deal closures or long-term client loyalty, this module ensures you’re working smarter, not harder, alongside the people and metrics that matter most.
What's included
9 videos2 readings2 assignments
9 videos•Total 15 minutes
- Collaborative Selling and Performance Metrics•1 minute
- Engage Product and Marketing Teams in Personalized Sales Campaigns•1 minute
- Resolve Internal Alignment Challenges to Accelerate Deal Closures•1 minute
- Monitor Information Flow for Seamless Buyer Hand-Offs•2 minutes
- Track and Interpret Key Performance Metrics for Continuous Improvement•2 minutes
- Integrate Analytics Tools to Monitor Client Engagement and Deal Stages•1 minute
- Benchmark Personal Progress Against Industry Averages•1 minute
- Expert Insights Unlocking Client Value•3 minutes
- Growth Strategies and Career Readiness•1 minute
2 readings•Total 10 minutes
- Action Story: When Internal Misalignment Threatens a Deal•5 minutes
- Action Story: Seeing the Problem Before the Pipeline Breaks•5 minutes
2 assignments•Total 36 minutes
- Cross-Functional Teamwork•10 minutes
- Collaborative Selling and Performance Metrics•26 minutes
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