Consultative Selling and Buyer Engagement

Seize the savings! Get 40% off 3 months of Coursera Plus and full access to thousands of courses.

Consultative Selling and Buyer Engagement

This course is part of Foundations of B2B Tech Sales Specialization

Instructor: LearnQuest Network

Included with

Learn more

3 modules

Gain insight into a topic and learn the fundamentals.

Beginner level

No prior experience required

3 hours to complete

Flexible schedule

Learn at your own pace

3 modules

Gain insight into a topic and learn the fundamentals.

Beginner level

No prior experience required

3 hours to complete

Flexible schedule

Learn at your own pace

Skills you'll gain

Tools you'll learn

Customer Relationship Management (CRM) Software

Details to know

Shareable certificate

Add to your LinkedIn profile

See how employees at top companies are mastering in-demand skills

Learn more about Coursera for Business

logos of Petrobras, TATA, Danone, Capgemini, P&G and L'Oreal

Build your subject-matter expertise

This course is part of the Foundations of B2B Tech Sales Specialization

When you enroll in this course, you'll also be enrolled in this Specialization.

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

There are 3 modules in this course

Advance your B2B sales skills by adopting consultative selling frameworks that drive trust and influence long-term buyers. This course focuses on core methodologies for uncovering customer needs, negotiating effectively, and personalizing every stage of the sales process for diverse markets. Through scenario-based learning and real-world projects, you’ll develop the confidence to engage C-suite officers, respond to RFPs, and craft winning presentations—laying the groundwork for impactful, scalable client partnerships in the US and India.

Establish yourself as a trusted advisor by mastering needs discovery, probing techniques, and consultative questioning. Learn to recognize implicit information, personalize solutions, and balance the expectations of buyers from varying cultural contexts. Apply these skills to streamline qualification processes and start building credibility from the very first touchpoint

What's included

9 videos2 readings2 assignments

9 videos Total 16 minutes

Welcome to Consultative Selling 2 minutes
Consultative Discovery Excellence - Introduction 1 minute
Conduct effective discovery conversations 2 minutes
Distinguish surface-level from root-cause client needs 2 minutes
Map buyer pain points to tailored solutions 2 minutes
Leverage credibility-building tactics to overcome skepticism 2 minutes
Apply regional nuances to establish rapport 2 minutes
Use digital touchpoints to sustain engagement 2 minutes
From Consulting to Closing 2 minutes

2 readings Total 10 minutes

Action Story: When the Client’s “Problem” Isn’t the Real Problem 5 minutes
Action Story: Winning Trust When the Buyer Doubts Your Intent 5 minutes

2 assignments Total 36 minutes

Needs Assessment Mastery 10 minutes
Consultative Discovery Excellence 26 minutes

Go beyond basic pitching—learn to engage, influence, and win buy-in from varied stakeholders, including top-level executives. This module provides actionable strategies to manage long sales cycles, prepare for negotiations, and handle proposals and RFPs. Learn how to deliver persuasive presentations and break down technical content for decision-makers.

What's included

7 videos2 readings2 assignments

7 videos Total 11 minutes

Engage Stakeholders and Close Deals 1 minute
Structure high-impact presentations that align with executive priorities 2 minutes
Apply stakeholder mapping frameworks to identify and prioritize key players 2 minutes
Tailor communication to maximize clarity and buy-in 1 minute
Maintain pipeline momentum with milestone tracking and follow-ups 1 minute
Prepare and respond to RFPs with documentation 1 minute
Forecast deal progression and mitigate potential stalls 2 minutes

2 readings Total 10 minutes

Action Story: Presenting to a Decision Maker Who Isn’t Impressed Yet 5 minutes
Action Story: Regaining Momentum in a Stalled Sales Cycle 5 minutes

2 assignments Total 36 minutes

Untitled 10 minutes
Engage Stakeholders and Close Deals 26 minutes

In today’s complex B2B landscape, top sales professionals rarely work alone. “Collaborative Selling and Performance Metrics” equips you with the skills to align seamlessly with marketing, product, and technical teams—unlocking smoother sales cycles, stronger client relationships, and consistently higher performance. Through hands-on learning, you’ll master collaboration workflows, learn how to measure what matters, and use powerful analytics dashboards to drive your personal and team success. Whether you’re targeting rapid deal closures or long-term client loyalty, this module ensures you’re working smarter, not harder, alongside the people and metrics that matter most.

What's included

8 videos2 readings2 assignments

8 videos Total 12 minutes

Collaborative Selling and Performance Metrics 1 minute
Engage Product and Marketing Teams in Personalized Sales Campaigns 1 minute
Resolve Internal Alignment Challenges to Accelerate Deal Closures 1 minute
Monitor Information Flow for Seamless Buyer Hand-Offs 2 minutes
Track and Interpret Key Performance Metrics for Continuous Improvement 2 minutes
Integrate Analytics Tools to Monitor Client Engagement and Deal Stages 1 minute
Benchmark Personal Progress Against Industry Averages 1 minute
Growth Strategies and Career Readiness 1 minute

2 readings Total 10 minutes

Action Story: When Internal Misalignment Threatens a Deal 5 minutes
Action Story: Seeing the Problem Before the Pipeline Breaks 5 minutes

2 assignments Total 36 minutes

Cross-Functional Teamwork 10 minutes
Collaborative Selling and Performance Metrics 26 minutes

Earn a career certificate

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

Instructor

LearnQuest Network

LearnQuest

201 Courses 965,397 learners

Offered by

LearnQuest

Explore more from Business Essentials

Status: Free Trial
LearnQuest
Consultative Mastery and Negotiation in Complex Sales
Course
Status: Free Trial
LearnQuest
Building Virtual Relationships and Buyer Engagement
Course
Status: Free Trial
LearnQuest
Sales Challenger Mastery: Engaging the Modern Buyer
Course
Status: Free Trial
LearnQuest
Foundations of B2B Tech Sales
Specialization

Why people choose Coursera for their career

Felipe M.

Learner since 2018

"To be able to take courses at my own pace and rhythm has been an amazing experience. I can learn whenever it fits my schedule and mood."

Jennifer J.

Learner since 2020

"I directly applied the concepts and skills I learned from my courses to an exciting new project at work."

Larry W.

Learner since 2021

"When I need courses on topics that my university doesn't offer, Coursera is one of the best places to go."

Chaitanya A.

"Learning isn't just about being better at your job: it's so much more than that. Coursera allows me to learn without limits."

Open new doors with Coursera Plus

Unlimited access to 10,000+ world-class courses, hands-on projects, and job-ready certificate programs - all included in your subscription

Learn more

Advance your career with an online degree

Earn a degree from world-class universities - 100% online

Explore degrees

Join over 3,400 global companies that choose Coursera for Business

Upskill your employees to excel in the digital economy

Learn more

Frequently asked questions

To access the course materials, assignments and to earn a Certificate, you will need to purchase the Certificate experience when you enroll in a course. You can try a Free Trial instead, or apply for Financial Aid. The course may offer 'Full Course, No Certificate' instead. This option lets you see all course materials, submit required assessments, and get a final grade. This also means that you will not be able to purchase a Certificate experience.

When you enroll in the course, you get access to all of the courses in the Specialization, and you earn a certificate when you complete the work. Your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile.

Yes. In select learning programs, you can apply for financial aid or a scholarship if you can’t afford the enrollment fee. If fin aid or scholarship is available for your learning program selection, you’ll find a link to apply on the description page.