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Negotiation, Closing, and Account Success

Ce cours n'est pas disponible en Français (France)

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Negotiation, Closing, and Account Success

Ce cours fait partie de Certificat Professionnel IBM Sales Representative

Instructeurs : Starweaver

Inclus avec En savoir plus

4 modules

Obtenez un aperçu d'un sujet et apprenez les principes fondamentaux.

niveau Intermédiaire

Expérience recommandée

2 semaines à compléter

à 10 heures par semaine

Planning flexible

Apprenez à votre propre rythme

4 modules

Obtenez un aperçu d'un sujet et apprenez les principes fondamentaux.

niveau Intermédiaire

Expérience recommandée

2 semaines à compléter

à 10 heures par semaine

Planning flexible

Apprenez à votre propre rythme

Ce que vous apprendrez

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.

Compétences que vous acquerrez

Catégorie : Sales
Catégorie : Market Research
Catégorie : Price Negotiation
Catégorie : Sales Management
Catégorie : Key Performance Indicators (KPIs)
Catégorie : Closing (Sales)
Catégorie : Performance Analysis
Catégorie : Enterprise Sales
Catégorie : Negotiation
Catégorie : Competitive Intelligence
Catégorie : Market Intelligence
Catégorie : Value Propositions
Catégorie : Performance Measurement
Catégorie : Value Engineering
Catégorie : Selling Techniques
Catégorie : Sales Strategy
Catégorie : Competitive Analysis
Catégorie : Sales Pipelines
Catégorie : Sales Process
Catégorie : Performance Metric

Détails à connaître

Certificat partageable

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août 2026

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Ce cours fait partie de la Certificat Professionnel IBM Sales Representative

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Il y a 4 modules dans ce cours

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, Negotiation, Closing, and Account Success, 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 driving account success.

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.

Inclus

11 vidéos11 lectures3 devoirs2 évaluations par les pairs

11 vidéosTotal 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 lecturesTotal 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 devoirsTotal 60 minutes

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

2 évaluations par les pairsTotal 25 minutes

Lab 1.1: Draft a Negotiation Planner10 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.

Inclus

6 vidéos10 lectures4 devoirs3 évaluations par les pairs1 sujet de discussion

6 vidéosTotal 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 lecturesTotal 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 devoirsTotal 60 minutes

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

3 évaluations par les pairsTotal 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 sujet de discussionTotal 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.

Inclus

9 vidéos10 lectures4 devoirs3 évaluations par les pairs

9 vidéosTotal 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 lecturesTotal 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 devoirsTotal 68 minutes

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

3 évaluations par les pairsTotal 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.

Inclus

5 vidéos7 lectures2 devoirs2 évaluations par les pairs

5 vidéosTotal 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 lecturesTotal 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 devoirsTotal 42 minutes

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

2 évaluations par les pairsTotal 75 minutes

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

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Instructeurs

Starweaver

STARWEAVER

643 Cours1 316 172 apprenants

Offert par

STARWEAVER

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Foire Aux Questions

Negotiation is a process where two or more parties with different interests try to reach an agreement, often through discussion, compromise, and persuasion. In a sales context, negotiation is the process of working with a buyer to reach terms both sides can agree to, pricing, scope, timelines, or contract conditions, without simply giving ground to close faster. Negotiation, Closing, and Account Success teaches it as a learnable, structured discipline rather than an innate talent, covering preparation (BATNA development), psychological principles, value creation, and situational closing techniques across its first module.

In sales, negotiation directly affects both whether a deal closes and how profitable it is, yet most sales professionals never receive formal training in it, even though the course's own data point notes that top enterprise sellers close substantially more deals at meaningfully higher margins than average performers. This course addresses that exact gap, teaching the psychology of principled negotiation, reading buyer signals, and executing the right closing approach for each sales situation.

The two main approaches are distributive negotiation, treating the deal as a fixed pie, where a lower price for the buyer means less margin for you, and integrative negotiation, also called principled negotiation, where you work with the other party to expand the deal's overall value for both sides. That single shift, from dividing value to creating it, is exactly what Negotiation, Closing, and Account Success trains you to do instinctively.

A good negotiator prepares thoroughly (knowing their BATNA and alternatives), focuses on creating value rather than just dividing it, reads the other party's signals accurately, and knows which closing approach fits the specific situation. This course builds all four of these capabilities directly, through modules on negotiation psychology, buying-signal recognition, and situational closing techniques, from assumptive to collaborative approaches.

Yes, reaching an agreement is the basic goal, but this course teaches that how you reach it matters just as much as whether you do. A principled, integrative approach that expands value tends to produce more durable agreements and stronger ongoing relationships than a purely distributive, win-lose approach, a distinction this course builds its negotiation module around directly.

Negotiation process models vary by source, some describe 4 stages, others 5 or more, there's no single universal standard. This course structures its own process around four practical phases instead: preparation (BATNA and concession planning), value-creation and psychological principles, buying-signal recognition and closing execution, and post-close transition, a complete, applied arc regardless of which numbered model you encounter elsewhere.

Becoming skilled at negotiation starts with structured preparation and practice, not innate talent. Negotiation, Closing, and Account Success builds that foundation through real techniques (BATNA development, concession strategy, value-creation tactics) and hands-on practice, including a negotiation planning lab and a final multi-party negotiation simulation, culminating in a portfolio-ready Enterprise Sales Toolkit.

The right course depends on your context and goals. If you specifically want enterprise-level, B2B negotiation and closing skills, including multi-stakeholder deals, competitive intelligence, and account success beyond the close, this course is built for exactly that, as part of the IBM Sales Representative Professional Certificate, with a portfolio-ready capstone project.

To access course materials, assignments, and earn a Certificate, you'll need to purchase the Certificate experience when you enroll in a course. Eligible learners may also have the option to start with a Free Trial. Some courses may also offer a Full Course, No Certificate option. This lets you access course materials, submit required assessments, and receive a final grade, but you won't be able to earn or purchase a Certificate.

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