Sales and Customer Success
B2B Sales Strategy
Win complex business deals. Master account planning, stakeholder mapping, and long-cycle strategies for B2B selling.
USD 59
Consultative and Solution Selling
Run deep discovery, design tailored solutions with clear ROI, and move larger business deals forward with confidence.
About this course
Sell by solving problems. Master discovery, needs analysis, and tailored solutions that build trust and win larger deals.
What you will learn
- Shift your sales conversations from product pitching to solving confirmed customer problems
- Build trust using the credibility, reliability, intimacy and self-orientation model
- Plan and run structured discovery calls using layered questions and active listening
- Map pain points across stakeholders and confirm a written business case
- Design tailored solutions and quantify their value with ROI and payback calculations
- Present solutions, handle stakeholder objections and gain step-by-step commitment
Curriculum
Module 1Foundations of Consultative Selling4 lessons
- 1From Pitching to Problem-Solving Free preview
- 2The Trusted Advisor Position
- 3Mapping Customer Pain Points
- 4Value Language vs Feature Language
- QModule quiz (4 questions)
Module 2Deep Discovery4 lessons
- 5Structuring a Discovery Call
- 6Layered Questioning Techniques
- 7Active Listening and Note Frameworks
- 8Confirming the Business Case
- QModule quiz (4 questions)
Module 3Designing the Solution4 lessons
- 9Translating Needs into Solutions
- 10Co-Creating with the Customer
- 11Quantifying Value and ROI
- 12Building the Solution Narrative
- QModule quiz (4 questions)
Module 4Presenting and Advancing4 lessons
- 13Solution Presentations That Land
- 14Handling Stakeholder Objections
- 15Gaining Commitment Step by Step
- 16Course Project: Full Solution Sale Simulation
- QModule quiz (4 questions)
PFinal project: Full Solution Sale Simulation
Who this course is for
- Salespeople and account managers who sell to businesses
- Founders and consultants who sell their own services
- Sellers moving from transactional sales to larger, more complex deals
Requirements
- Some basic sales or customer-facing experience is helpful
- A notebook or computer with a spreadsheet program for the value model
- A real or practice opportunity and a colleague or friend for role-play
What is included
Written lessons
16 lessons, each with a practical exercise and key points to remember.
Module quizzes
A short quiz at the end of each module. Pass mark 70%, and you can retake it.
Final project
Full Solution Sale Simulation. A practical brief with steps and a way to check your own work.
Certificate
A certificate of completion from EMFAD Courses with a unique code anyone can verify.
How the certificate works
Complete every lesson and pass every module quiz with 70% or more. Your certificate then appears in your learner area, ready to print or save as PDF. It shows your name, the course title, the completion date and a unique code. It is a certificate of completion from EMFAD Courses, not an accredited qualification.
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