Virtual Negotiation, Objections And Closing Deals
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Virtual Negotiation, Objections And Closing Deals
This course is part of Virtual Selling: Build Trust And Close More Deals Online Specialization
Instructor: The Expert Academy
Included with
Recommended experience
Recommended experience
What you'll learn
Apply negotiation frameworks that support productive remote sales discussions.
Use collaborative negotiation strategies to strengthen long-term customer relationships.
Manage objections confidently during digital sales conversations.
Guide buyers through virtual closing processes that support commitment and alignment.
Skills you'll gain
- Rapport Building
- Negotiation
- Virtual Environment
- Presentations
- Collaboration
- Relationship Building
- Selling Techniques
- Inside Sales
- General Sales Practices
- Customer Relationship Building
- Sales
- Overcoming Objections
- Closing (Sales)
- Trustworthiness
- Sales Management
- Sales Presentation
- Sales Presentations
- Digital Communications
- Customer Retention
Tools you'll learn
Details to know
June 2026
10 assignments
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There are 5 modules in this course
This course develops the negotiation, objection-handling, and closing strategies required to progress deals successfully within remote selling environments. Learners explore negotiation psychology, collaborative influence techniques, and customer-centric approaches that strengthen digital sales conversations and long-term client relationships. By the end of the course, learners will be able to negotiate more confidently online, manage objections effectively, and guide remote sales opportunities toward successful outcomes.
In this module, you’ll explore the foundations of collaborative negotiation and learn how to structure negotiations more effectively to build stronger relationships and achieve mutually beneficial outcomes. You’ll examine key negotiation principles including preparation, variables, bargaining strategy and collaborative discussion techniques. By the end of the module, you’ll be able to prepare and structure negotiations more confidently while applying practical frameworks that improve communication and agreement-building within professional environments.
What's included
38 videos1 reading2 assignments
38 videos•Total 96 minutes
- Welcome And Course Overview•6 minutes
- Why Good Negotiation Practice Leads To Better Relationships•3 minutes
- Shameless Book Plug•1 minute
- Millie's Cookie Story•7 minutes
- Exercise 1: Intentions / Objectives For This Programme•1 minute
- Negotiation Is Not•2 minutes
- Distinguishing Negotiation From Haggling•7 minutes
- Exercise 2: Giving Structure To Your Negotiations•1 minute
- Step One – Preparing Yourself For Collaborative Negotiation•6 minutes
- Exercise 3: Securing Commitment To Negotiate•1 minute
- The 4 P's•1 minute
- The Importance Of Personality•2 minutes
- We, Then Me•2 minutes
- Exercise 4: The 4 P's•1 minute
- Step Two – Preparation: Understanding The Power Of Variables•4 minutes
- Video Examples Of Creativity In Variables•3 minutes
- Exercise 5: Understanding The Power Of Variables•1 minute
- Using The WIN Matrix•3 minutes
- Exercise 6: Write Your WIN Matrix•2 minutes
- Step Three – Understanding Your Partner's Point Of View•1 minute
- Example Story: Maps Of The World - Dyl's Den•3 minutes
- Exercise 7: Stepping Into Your Partner's Shoes•1 minute
- Step Four – Discussing•4 minutes
- Co-Active Listening: Are You Really Listening?•2 minutes
- The Power Of Pause•1 minute
- Exercise 8: Using Open Questions•1 minute
- Exercise 9: Going Above And Beyond Their Wildest Dreams•1 minute
- Exercise 10: Socratic Questioning•4 minutes
- Exercise 11: Creating A Discussion Agreement Statement•1 minute
- Step Five – Proposing•5 minutes
- Exercise 12: Putting Your Proposal Into Writing•1 minute
- Step Six – Bargaining•2 minutes
- Exercise 13: Creating A Bargaining Agreement Statement•2 minutes
- The Power Of Silence•4 minutes
- Exercise 14: Developing Your Time-Out Strategy•1 minute
- Step Seven – Agreeing•4 minutes
- The Written Columbo•2 minutes
- Exercise 15: Drafting An "Agreement In Principle"•1 minute
1 reading•Total 10 minutes
- Lesson Descriptions: Build Collaborative Negotiation Strategies And Prepare For Successful Outcomes•10 minutes
2 assignments•Total 60 minutes
- Collaborative Negotiation Knowledge Check•30 minutes
- Applying Collaborative Negotiation Strategies•30 minutes
In this module, you’ll explore the psychological and behavioural aspects of negotiation, including personality profiling, persuasion techniques and common negotiation gambits. You’ll examine how personality traits influence communication, decision-making and bargaining behaviours while developing strategies that improve adaptability and influence during negotiations. By the end of the module, you’ll be able to manage negotiations more effectively by understanding personality dynamics, avoiding common negotiation traps and adapting your communication style to different situations.
What's included
21 videos2 readings2 assignments
21 videos•Total 53 minutes
- Introduction: The Missing Link•4 minutes
- Exercise 16: Noticing Your Thinking•2 minutes
- What This Means In Your Negotiations•3 minutes
- Why Personality?•5 minutes
- Introducing The 4 Colours•4 minutes
- Introducing The 8 Aspects•4 minutes
- Inspiration Vs Discipline-Driven•4 minutes
- Exercise 17: Teddy Bear•1 minute
- Big Picture Vs Down To Earth•3 minutes
- Exercise 18: Football Club Trip•1 minute
- People-Focused Vs Outcome-Focused•2 minutes
- Splash App•2 minutes
- Exercise 19: Completing Your Own Assessment•1 minute
- Negotiation With Different Personality Types•4 minutes
- Using The Seven Steps At Home•4 minutes
- Nibbling: The Columbo•2 minutes
- The Flinch•2 minutes
- The Red Herring•1 minute
- Higher Authority•1 minute
- The Reluctant Buyer/Seller•1 minute
- The Best Of A Bad Choice•1 minute
2 readings•Total 20 minutes
- Lesson Descriptions: Understand Personality, Negotiation Psychology And Advanced Bargaining Techniques•10 minutes
- Project: Structured Negotiation Practice•10 minutes
2 assignments•Total 60 minutes
- Negotiation Psychology And Bargaining Knowledge Check•30 minutes
- Applying Personality And Persuasion Techniques In Negotiation•30 minutes
In this module, you’ll examine collaborative negotiation strategies that strengthen long-term customer relationships and improve commercial outcomes. You’ll explore approaches that support alignment, problem-solving and trust within remote negotiations. By the end of the module, you’ll be able to apply collaborative negotiation techniques more effectively during digital sales discussions.
What's included
7 videos4 readings2 assignments
7 videos•Total 46 minutes
- Introduction•10 minutes
- Preparation, Preparation, Preparation•8 minutes
- Building Rapport And Active Listening In The Discussion Phase•7 minutes
- Crafting Irresistible Proposals Using Creative Variables•7 minutes
- Navigating The Bargaining Table•4 minutes
- Closing The Deal With Confidence•5 minutes
- Developing A Win-Win Mindset•5 minutes
4 readings•Total 40 minutes
- Lesson Descriptions: Using Collaborative Strategies To Maximise Sales Success•10 minutes
- Worksheets: Collaborative Negotiation And Relationship Building•10 minutes
- Interactive Project•10 minutes
- Project: Collaborative Negotiation Strategy And Reflection •10 minutes
2 assignments•Total 40 minutes
- Collaborative Negotiation And Stakeholder Alignment Knowledge Check•30 minutes
- Applying Collaborative Negotiation Techniques Within Remote Sales Discussions•10 minutes
In this module, you’ll explore practical closing strategies that help guide buyers toward confident purchasing decisions within virtual selling environments. You’ll examine objection-handling techniques, buyer readiness signals and communication approaches that support commitment and progression. By the end of the module, you’ll be able to manage virtual closing conversations more effectively.
What's included
19 videos2 readings2 assignments
19 videos•Total 40 minutes
- Introduction•2 minutes
- Everybody Sells•3 minutes
- Taking The Fear Out Of Selling•2 minutes
- Thought Exercise: Gut Feel•1 minute
- You Need To Believe•2 minutes
- Exercise: Jumping In The Customer’s Shoes•3 minutes
- Don't Focus On Closing•2 minutes
- ABC (Attunement, Buoyancy And Clarity)•1 minute
- Did You Always Dream of Being in Sales?•2 minutes
- Exercise: The Notebook•1 minute
- Maslow's Hierarchy Of Needs•2 minutes
- Learning From Coca-Cola•2 minutes
- Why The Buyer's State Of Mind Matters•1 minute
- Why Your State Of Mind Matters•1 minute
- Mood Fluctuations•3 minutes
- The Customer's Decision-Making Process•3 minutes
- Exercise: What Is The Customer Thinking?•4 minutes
- Prepare, Connect, Probe, Match, Agree, Close•2 minutes
- Checklist•4 minutes
2 readings•Total 20 minutes
- Lesson Descriptions: Sales Techniques To Close More Deals•10 minutes
- Project: Mindful Sales Connection•10 minutes
2 assignments•Total 25 minutes
- Virtual Closing And Objection Handling Knowledge Check•15 minutes
- Applying Virtual Closing And Objection Handling Techniques•10 minutes
In this module, you’ll examine customer-centric sales approaches that strengthen retention, loyalty and long-term relationship growth. You’ll explore communication strategies that improve customer understanding, trust and ongoing engagement across digital interactions. By the end of the module, you’ll be able to strengthen customer relationships more effectively within remote selling environments.
What's included
6 videos3 readings2 assignments
6 videos•Total 36 minutes
- Sales-Driven Customer Success Manager: Merging Success And Sales Roles•9 minutes
- Onboarding To Advocacy: Cultivating Long-Term Customer Partnerships •6 minutes
- Cross-Selling And Upselling Techniques For CSMs•7 minutes
- Measuring Success: KPIs for Customer Success•4 minutes
- Using Data To Drive Customer Engagement And Growth•5 minutes
- Collaborative Success: Aligning Sales And Customer Teams •4 minutes
3 readings•Total 30 minutes
- Lesson Descriptions: Implement A Customer-Centric Sales Strategy To Maximise Retention And Growth•10 minutes
- Worksheets: Customer Retention And Relationship Growth Strategies•10 minutes
- Project: Mastering Customer Success For Long-Term Growth•10 minutes
2 assignments•Total 60 minutes
- Customer Retention And Relationship Growth Knowledge Check•30 minutes
- Applying Customer Success And Retention Techniques•30 minutes
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