This Specialization equips sales professionals with the negotiation, communication and closing skills needed to manage complex buyer conversations with confidence. Across four courses, you will learn how to prepare for sales negotiations, protect value, influence buyer decisions, handle objections and guide deals towards clear commitment.
You will begin by building strong negotiation foundations, including BATNA, reservation points, walk-away criteria, collaborative strategy and negotiation psychology. You will then develop the communication skills needed to build trust, listen actively, frame value persuasively and adapt your approach through body language, rapport and buyer influence.
As the Specialization progresses, you will learn how to manage objections, buyer resistance and difficult conversations. You will explore how to reframe concerns, reduce tension, map stakeholder priorities and build consensus across complex buying groups.
The final course focuses on closing strategies, deal commitments, CRM, customer success and long-term relationship growth. By the end, you will be able to prepare more effectively, negotiate with structure, communicate value clearly, respond to resistance professionally and close deals in ways that support lasting customer relationships.
Übungsprojekt
Throughout this Specialization, you will complete practical projects that help you apply sales negotiation and closing skills to realistic buyer scenarios. You will create negotiation preparation plans, practise value-framing dialogue, respond to objections, map stakeholder concerns and build consensus plans for complex deals. You will also develop post-close handover plans that connect buyer commitment to onboarding, customer success and long-term relationship growth.
