STARWEAVER

Negotiation, Closing, and Account Success

STARWEAVER

Negotiation, Closing, and Account Success

This course is part of IBM Sales Representative Professional Certificate

Starweaver
Eric Zackrison

Instructors: Starweaver

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
Recently updated!

August 2026

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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

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

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

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

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

Earn a career certificate

Add this credential to your LinkedIn profile, resume, or CV. Share it on social media and in your performance review.

Instructors

Starweaver
STARWEAVER
618 Courses1,284,618 learners

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¹ Some assignments in this course are AI-graded. For these assignments, your data will be used in accordance with Coursera's Privacy Notice.