Advanced
The Art & Science of Sales
The Art & Science of Sales is an advanced sales course designed to take the user from novice to pro, blending psychological insight with proven sales techniques to build confidence, close deals, and drive consistent revenue growth.
Curriculum
- 9 Sections
- 51 Lessons
- 0m Duration
Foundations of Selling
5 Lessons
- History and Evolution of Sales
- Core Sales Terminology and Concepts
- Buyer Psychology & The Decision-Making Process
- Sales Ethics and Relationship Management
- Understanding Sales Funnels and Pipelines
Face-to-Face Selling (F2F)
5 Lessons
- Building Rapport in Real-Time
- Reading Body Language and Micro expressions
- In-Person Objection Handling
- Demonstration-Based Selling (Physical Products, Services)
- Closing Strategies: Assumptive, Urgency, Consultative
Business-to-Consumer (B2C) Sales
11 Lessons
- B2C Buyer Psychology
- Emotional vs. Rational Purchase Drivers
- The Role of Social Proof, FOMO, and Impulse Buying
- Brick-and-Mortar to Online Integration
- Micro-moments in mobile commerce
- Upselling, Cross-Selling, and Add-On Strategies
- Visual Merchandising and Store Layout Psychology
- Subscription Boxes, Membership Clubs, and Digital Downloads
- Customer Acquisition Cost (CAC) vs. Lifetime Value (LTV) Trade-offs
- Dynamic Product Recommendations
- Loyalty Programs, Referral Incentives, and Post-Purchase Follow-Up
Business-to-Business (B2B) Sales
5 Lessons
- Enterprise Sales Frameworks (SPIN, MEDDIC, Challenger)
- Account-Based Selling vs High-Velocity Models
- Proposal Writing and Procurement Navigation
- Executive Presence and C-Suite Pitching
- Contract Negotiation and Closing Multi-Stakeholder Deals
Consumer-to-Consumer (C2C) Sales
5 Lessons
- Trust and Safety in C2C Transactions
- Negotiation Dynamics Between Equals
- Storytelling for Used/One-off Products
- Escrow, Payment, and Delivery Best Practices
- Leveraging Communities and Local Networks
Inbound Call Handling for Call-Center Agents & Company Reps
5 Lessons
- Active Listening & Questioning
- Call Flow & Greeting Protocols
- Issue Resolution & Escalation
- Upsell & Cross-Sell on Inbound Calls
- Call Wrap-Up & Follow-Up
Sales Operations, Technology, and Leadership
5 Lessons
- CRM Platforms (Salesforce, HubSpot) Overview
- Pipeline Forecasting and Performance Metrics
- Sales Enablement Tools and Automation
- Building and Managing a Sales Team
- Ethics, Burnout, and Long-Term Success in Sales Careers
Telephonic Sales
5 Lessons
- Tonality, Pacing, and Vocal Trust Cues
- Cold Calling Frameworks (Opening, Qualifying, Closing)
- Phone Objection Handling
- Call Scripting vs Conversational Selling
- Voicemail Tactics and Callback Psychology
Virtual Sales (Zoom, Teams, Video Chat)
5 Lessons
- Building Trust Through a Screen
- Presenting Proposals & Demos Virtually
- Screen Sharing Do’s and Don’ts
- Zoom Etiquette, Framing, and Nonverbal Signals
- Selling in Team Environments (2-on-1, Technical Co-Sell)
Related Courses
Beginner
Sales 101: Essential Skills for New Sales Professionals
- Approaching Sales with Confidence
- Effective communication techniques
- Handling objections
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Advanced
Becoming a Sales Agent for Banks, Corporations & Start-Ups
- Industry Overview & Agent Roles
- Regulatory & Compliance Essentials
- Prospecting Financial & Corporate Clients
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Advanced
Becoming a Sales Agent for Manufacturers & Distributors
- Understanding Independent Sales Representation
- Finding Products & Opportunities
- Pitching to Manufacturers
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