Sales Skills: Handle Objections And Close Complex Deals
By External Provider
About this course
This course develops the advanced commercial skills required to influence buying committees, navigate enterprise procurement environments and close high-value B2B deals. Building on the buyer-coaching techniques from Course 2, you will learn how to guide stakeholders through objections, uncertainty and risk as deals approach commitment. You’ll explore the dynamics of modern enterprise buying processes, including qualification frameworks, multi-threaded engagement and value engineering techniques that strengthen deal progression. The course also examines how to manage procurement expectations, collaborate with legal and compliance teams and build consensus across complex stakeholder groups. Designed for sales professionals responsible for high-stakes opportunities, this course equips you with practical frameworks for objection handling, negotiation and closing. By the end, you will be able to guide enterprise deals through final decision stages with confidence while strengthening long-term customer relationships through structured account and CRM strategies.
What you will learn
- Design customer experience and account strategies that strengthen long-term B2B relationships and improve retention.
- Use CRM insights, customer data and journey mapping to personalise engagement and identify expansion opportunities.
- Apply emotional intelligence and loyalty frameworks to build trust, reduce churn and drive sustainable client growth.