Negotiation, Closing, and Account Success

Negotiation, Closing, and Account Success

This course is part of IBM Sales Representative Professional Certificate

Instructor: Starweaver

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4 modules

Gain insight into a topic and learn the fundamentals.

Intermediate level

Recommended experience

2 weeks to complete

at 10 hours a week

Flexible schedule

Learn at your own pace

4 modules

Gain insight into a topic and learn the fundamentals.

Intermediate level

Recommended experience

2 weeks to complete

at 10 hours a week

Flexible schedule

Learn at your own pace

What you'll learn

Execute negotiation and closing strategies from preparation through post-close transition to secure favorable terms and account success.
Conduct market and competitive analysis to create battle cards and strategic positioning for competitive sales environments.
Analyze sales data to build forecasts, optimize KPIs, and create data-driven plans for continuous performance improvement.
Navigate multi-party and cross-cultural negotiations while integrating enterprise sales skills into a professional sales toolkit.

Details to know

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Assessments

13 assignments¹

AI Graded see disclaimer

Taught in English

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Build your Business Strategy expertise

This course is part of the IBM Sales Representative Professional Certificate

When you enroll in this course, you'll also be enrolled in this Professional Certificate.

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 from Starweaver

There are 4 modules in this course

Top enterprise sellers close 40% more deals at 23% higher margins than average performers, yet most sales professionals never receive formal negotiation training. This course transforms competent sellers into strategic negotiators who orchestrate complex, multi-stakeholder deals with confidence. Master the psychology of principled negotiation, learning to expand value rather than simply dividing it. Develop expertise in reading buying signals and applying the right closing technique for each situation, from assumptive to collaborative approaches. Build competitive intelligence capabilities that position you to win, while creating forecasts that accurately predict revenue and identify improvement opportunities. The course culminates in an Enterprise Sales Toolkit for manufacturing, complete with negotiation plans, closing playbooks, and battle cards that demonstrate your readiness for high-stakes deals. Graduate prepared to negotiate like a diplomat, close with confidence, and deliver predictable results.

This module integrates advanced negotiation and closing into a seamless strategy. You will master preparation techniques like BATNA development and concession planning, then learn to apply psychological principles and value-creation tactics. The module culminates in recognizing buying signals, executing situational closing techniques, and designing smooth post-close handoffs that ensure long-term account success and prevent buyer's remorse.

What's included

11 videos11 readings3 assignments2 peer reviews

11 videosTotal 54 minutes

Course Introduction5 minutes
Meet the Experts5 minutes
Expert Viewpoints: The Art and Science of Deal Making5 minutes
Negotiation Principles and BATNA4 minutes
Concession Strategy and Trade-Offs5 minutes
Win-Win Strategies and Value Creation4 minutes
Creative Option Generation (MESOs) 6 minutes
Demo Video: Buying Signals and Closing Techniques8 minutes
Creating Ethical Urgency4 minutes
Smooth Success Transitions5 minutes
Maintaining Momentum and Building Advocacy5 minutes

11 readingsTotal 97 minutes

Course Welcome and Overview 10 minutes
Course Syllabus10 minutes
Helpful Tips for Course Completion2 minutes
Negotiation Prep Checklist and Planner Template10 minutes
Downloadable Resource: Negotiation Planning Template 10 minutes
Downloadable Resource: Lab 1.1 Exemplar Solution 10 minutes
FAQ: "Negotiating with Procurement" - Strategies for Tough Buyers 10 minutes
Closing and Post-Close Playbook10 minutes
Downloadable Resource: Handoff Checklist Template 10 minutes
Downloadable Resource: Lab 1.2 Exemplar Solution 10 minutes
Summary and Highlights: Negotiation Mastery 5 minutes

3 assignmentsTotal 60 minutes

Negotiation Mastery30 minutes
Negotiation Strategy and Value Creation16 minutes
Closing Execution and Post-Close Management 14 minutes

2 peer reviewsTotal 25 minutes

Lab 1.1: Draft a Negotiation Planner 10 minutes
Lab 1.2: Execute a Close and Transition Plan15 minutes

This module provides a systematic approach to gathering and leveraging market and competitive intelligence. You will learn to conduct ethical research, analyze trends, and create field-ready battle cards. By transforming raw data into actionable sales tools, you will be equipped to anticipate competitor moves, highlight compelling differentiation, and increase your win rate in competitive deals.

What's included

6 videos10 readings4 assignments3 peer reviews1 discussion prompt

6 videosTotal 29 minutes

Market Analysis Fundamentals4 minutes
Turning Trends into Sales Strategy5 minutes
Ethical Intelligence Methods5 minutes
Demo Video: Analyzing a Competitor's Positioning5 minutes
Building Effective Battle Cards5 minutes
Win/Loss Analysis Excellence 5 minutes

10 readingsTotal 95 minutes

Market Research Methodology10 minutes
Downloadable Resource: Lab 2.1 Exemplar Solution 10 minutes
Competitive Analysis Framework 10 minutes
Downloadable Resource: Competitor Profile Template10 minutes
Downloadable Resource: Lab 2.2 Exemplar Solution 10 minutes
FAQ: "Competitive Intelligence Sources" - Where to Look 10 minutes
Why Trap Questions Are So Effective10 minutes
Downloadable Resource: Battle Card Template 10 minutes
Downloadable Resource: Lab 2.3 Exemplar Solution 10 minutes
Summary and Highlights: Intelligence and Positioning 5 minutes

4 assignmentsTotal 60 minutes

Intelligence and Positioning30 minutes
Market Research and Analysis8 minutes
Competitive Intelligence and Battle Cards12 minutes
Strategic Positioning and Win/Loss Analysis10 minutes

3 peer reviewsTotal 45 minutes

Lab 2.1: Conduct a Mini-Market Analysis 15 minutes
Lab 2.2: Build a Competitor Profile15 minutes
Lab 2.3: Finalize a Battle Card with Trap Questions15 minutes

1 discussion promptTotal 10 minutes

Designing a Trap Question10 minutes

This module focuses on the quantitative side of sales excellence. You will learn to identify and track meaningful KPIs, build accurate and credible forecasts, and use data analysis to optimize your performance. Through hands-on activities, you will create dashboards and personal improvement plans, building the analytical capabilities needed to manage your business predictably.

What's included

9 videos10 readings4 assignments3 peer reviews

9 videosTotal 43 minutes

Essential Sales KPIs5 minutes
Leading vs. Lagging Indicators5 minutes
Building Effective Dashboards4 minutes
Forecasting Fundamentals5 minutes
Pipeline Analysis Excellence5 minutes
Demo Video: Identifying Pipeline Red Flags6 minutes
Effective Performance Reviews5 minutes
Optimization Through Testing5 minutes
Personal Performance Planning4 minutes

10 readingsTotal 95 minutes

Leading v/s. Lagging KPIs 10 minutes
Downloadable Resource: Lab 3.1 Exemplar Solution 10 minutes
FAQ: "Which Metrics Matter Most" - Role-Specific Guidance 10 minutes
How to Spot Red Flags in Your Pipeline10 minutes
Downloadable Resource: Forecast Accuracy Tracker 10 minutes
Downloadable Resource: Lab 3.2 Exemplar Solution 10 minutes
FAQ: "Accurate Forecasting Tips" - Common Pitfalls and Solutions 10 minutes
Performance Optimization Playbook10 minutes
Downloadable Resource: Lab 3.3 Exemplar Solution 10 minutes
Summary and Highlights: Metrics and Forecasting5 minutes

4 assignmentsTotal 68 minutes

Metrics and Forecasting30 minutes
Essential Sales KPIs and Dashboards12 minutes
Forecasting Fundamentals and Pipeline Analysis14 minutes
Performance Analysis and Optimization12 minutes

3 peer reviewsTotal 45 minutes

Lab 3.1: Design a Personal KPI Dashboard15 minutes
Lab 3.2: Conduct a Pipeline Health Check15 minutes
Lab 3.3: Draft a Performance Improvement Plan15 minutes

This final module synthesizes all course concepts. You will master strategies for complex multi-party and cross-cultural negotiations. Then, you will integrate your skills by building a comprehensive Enterprise Sales Toolkit for the manufacturing sector. This portfolio-ready project demonstrates your mastery of negotiation, closing, intelligence, and forecasting, preparing you for high-stakes enterprise sales.

What's included

5 videos7 readings2 assignments2 peer reviews

5 videosTotal 25 minutes

Stakeholder Mapping and Coalitions5 minutes
Sequencing and Process Control 4 minutes
Demo Video: Cross-Cultural Negotiation Scenarios6 minutes
Course Wrap-Up 4 minutes
Expert Viewpoints: Tips and Advice for a Career in Enterprise Sales7 minutes

7 readingsTotal 45 minutes

Cultural Adaptation Guide 10 minutes
Downloadable Resource: Lab 4.1 Exemplar Solution 10 minutes
FAQ: "Multi-Party Deal Orchestration" - Managing Complexity 10 minutes
Final Project Overview: Enterprise Negotiation and Closing Toolkit for Manufacturing 5 minutes
Congratulations and Next Steps3 minutes
Team and Acknowledgments2 minutes
Course Glossary: Negotiation, Closing, and Account Success5 minutes

2 assignmentsTotal 42 minutes

Final Exam: Negotiation, Closing, and Account Success 30 minutes
Multi-Party and Cross-Cultural Negotiations12 minutes

2 peer reviewsTotal 75 minutes

Lab 4.1: Multi-Party Negotiation Simulation15 minutes
Final Project: Enterprise Sales Toolkit Creation60 minutes

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Instructor

Starweaver

576 Courses1,183,789 learners

Offered by

Starweaver

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