B2B Sales and Consultative Selling

Your deal isn't stalled because of your competitor. It's stalled because six to ten people have to agree, they spend most of their time researching without you, and the easiest thing any of them can do is nothing. In complex B2B sales the hardest part isn't choosing you — it's the customer's own buying process. Most deals are lost to "no decision," not to a rival. This course teaches you to sell the way people actually buy. You'll start where the buyer starts — the buying group, the six jobs they have to finish, who controls the money versus who just has the title. Then build the craft on top: qualify a deal honestly (and walk away from the ones you can't win), run discovery that uncovers the real business problem and what it's costing, and turn a vague complaint into an explicit, quantified need the buyer argues for themselves. From there it's value and people. You'll translate features into the outcome each stakeholder cares about, build an ROI case a champion with real power can defend to the CFO, reach the economic buyer, and get a divided group to agree. Then you'll advance the deal — ending every meeting with a real commitment, co-building a plan to the decision, handling objections by understanding them, and negotiating without reflexively discounting. You'll meet the real methods by name — SPIN, MEDDIC, the Challenger and Strategic Selling models, the mutual action plan — but always as tools you reach for in response to what a deal is doing, never as jargon. Every idea works whether you're an account executive or a founder selling your own product. No tricks, no pressure tactics — those lose the relationship. By the end you can take a live opportunity and move it, step by honest step, to a decision the buyer won't regret.