CRM 102 - Sales and Negotiation Techniques - Cornerstone Canadian Institute

About Course

Welcome to Sales and Negotiation!

Sales and negotiation are essential skills for building strong relationships, driving revenue, and achieving professional success in today’s competitive world. This course is designed to provide you with a comprehensive understanding of sales principles and advanced negotiation techniques, empowering you to excel in customer-facing roles, secure high-value deals, and foster lasting partnerships.

You’ll explore the entire sales process, from lead generation and crafting persuasive pitches to overcoming objections and closing deals. The course delves deep into negotiation strategies, covering essential concepts like distributive and integrative approaches, active listening, and handling high-stakes discussions. You’ll also learn how to leverage technology, including CRM systems, analytics, and AI tools, to enhance your efficiency and results. Real-world case studies and actionable insights ensure you can confidently apply these skills in any professional scenario.

By the end of this course, you’ll be equipped to approach sales and negotiation with confidence, creativity, and a customer-centric mindset. Whether you’re new to sales or seeking to refine your expertise, this course provides the tools and knowledge to thrive in any industry.

Key Learning Outcomes:

Master the sales cycle, from prospecting to post-sale follow-up.
Develop advanced negotiation skills, including handling objections, managing stalemates, and fostering collaboration.
Learn consultative and value-based selling techniques to build trust and deliver measurable results.
Leverage digital tools, CRM systems, and analytics to optimize your sales strategies.
Adapt to market trends, buyer behavior changes, and diverse negotiation scenarios.

Course Content

Chapter 1: Foundations of Sales

Section 1.1: What is Sales? Understanding the Basics
Section 1.2: The Role of Sales in Business Success
Section 1.3: Types of Sales: B2B, B2C, and D2C
Section 1.4: Key Traits of Successful Sales Professionals

Chapter 2: Understanding the Sales Process
The sales process is a structured approach to guiding potential customers from initial contact to making a purchase. Understanding and mastering this process is crucial for sales professionals, as it ensures consistency, efficiency, and effectiveness.

Chapter 3: Essentials of Negotiation
Negotiation is a critical skill in sales, enabling professionals to find mutually beneficial solutions while maximizing value for their company. This chapter explores the foundational principles of negotiation, its types, and the psychological factors that influence outcomes.

Chapter 4: Negotiation Strategies and Techniques
Mastering advanced negotiation strategies enables sales professionals to handle complex situations effectively. This chapter delves into techniques such as active listening, leveraging power dynamics, and cross-cultural negotiation strategies.

Chapter 5: Tools and Technology in Sales and Negotiation
The integration of tools and technology has revolutionized sales and negotiation. From Customer Relationship Management (CRM) systems to AI-driven insights, leveraging the right tools enhances efficiency, improves decision-making, and strengthens customer relationships.

Chapter 6: Advanced Sales and Negotiation Techniques
Advanced sales and negotiation techniques equip professionals to handle complex scenarios, drive higher value, and build lasting relationships. This chapter focuses on consultative and value-based selling, storytelling, high-stakes negotiations, and adapting to market changes.

Summary

FINAL EXAM

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About Course

Welcome to Sales and Negotiation!

Key Learning Outcomes:

Course Content

Chapter 1: Foundations of Sales

Section 1.1: What is Sales? Understanding the Basics

Section 1.2: The Role of Sales in Business Success

Section 1.3: Types of Sales: B2B, B2C, and D2C

Section 1.4: Key Traits of Successful Sales Professionals

Chapter 2: Understanding the Sales Process The sales process is a structured approach to guiding potential customers from initial contact to making a purchase. Understanding and mastering this process is crucial for sales professionals, as it ensures consistency, efficiency, and effectiveness.

Section 2.1: Overview of the Sales Cycle

Section 2.2: Lead Generation and Qualification

Section 2.3: Building Rapport with Prospects

Section 2.4: Understanding Customer Needs and Pain Points

Section 2.5: Crafting and Delivering Effective Sales Pitches

Section 2.6: Overcoming Objections

Section 2.7: Closing the Sale: Techniques and Best Practices

Section 2.8: Post-Sale Follow-Up and Building Long-Term Relationships

Section 3.1: What is Negotiation? Importance in Sales

Section 3.2: Types of Negotiation: Distributive vs. Integrative

Section 3.3: The Psychology of Negotiation

Section 3.4: Preparing for Negotiation: Research and Strategy Development

Section 3.5: Establishing Goals and BATNA (Best Alternative to a Negotiated Agreement)

Section 3.6: Common Negotiation Mistakes and How to Avoid Them

Chapter 4: Negotiation Strategies and Techniques Mastering advanced negotiation strategies enables sales professionals to handle complex situations effectively. This chapter delves into techniques such as active listening, leveraging power dynamics, and cross-cultural negotiation strategies.

Section 4.1: Active Listening and Reading Nonverbal Cues

Section 4.2: Anchoring and Framing in Negotiation

Section 4.3: Collaborative vs. Competitive Negotiation Approaches

Section 4.4: Leveraging Power and Influence in Negotiations

Section 4.5: Handling Difficult Negotiations and Stalemates

Section 4.6: Cross-Cultural Negotiation Strategies

Section 5.1: CRM Systems: Managing Customer Relationships

Section 5.2: Sales Analytics and Metrics

Section 5.3: Digital Tools for Virtual Selling

Section 5.4: The Role of AI in Sales and Negotiation

Section 5.5: Leveraging Social Media for Sales and Networking

Section 6.1: Consultative Selling: Becoming a Trusted Advisor

Section 6.2: Value-Based Selling: Focusing on Customer ROI

Section 6.3: Storytelling in Sales: Building Emotional Connections

Section 6.4: Negotiating Contracts and High-Stakes Deals

Section 6.5: Adapting to Market Trends and Buyer Behavior Changes

Section 6.6: Developing Your Personal Sales and Negotiation Style

Summary

Summary of “Sales and Negotiation” Course

FINAL EXAM

FINAL EXAM

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Chapter 2: Understanding the Sales Process
The sales process is a structured approach to guiding potential customers from initial contact to making a purchase. Understanding and mastering this process is crucial for sales professionals, as it ensures consistency, efficiency, and effectiveness.

Chapter 4: Negotiation Strategies and Techniques
Mastering advanced negotiation strategies enables sales professionals to handle complex situations effectively. This chapter delves into techniques such as active listening, leveraging power dynamics, and cross-cultural negotiation strategies.