Consultative Selling Foundations for Complex Deals

Build strong, trust-led sales conversations for complex deals using buyer psychology, consultative discovery, value communication, and ethical closing techniques. This course walks you through the complete modern sales process—from understanding how buyers think to running confident demos, handling objections, and setting up your first sales system. In Module 1, you will see how sales really works by understanding buyer psychology, emotional drivers, and first principles of persuasion that shape every buying decision. In the next module, Module 2, we will cover the complete sales process including ICP definition, prospecting, outreach, and discovery mastery. In Module 3, we will see how to communicate value clearly, avoid over-pitching, deliver effective demos, and build trust using social proof. In Module 4, we focus on objection handling, confident closing, and price conversations without discounting. Finally, in Module 5, you will build your first practical sales system using CRM basics, metrics tracking, and a repeatable personal sales playbook. By the end, you will… -Run structured discovery calls that uncover real buyer needs -Communicate value instead of features in sales conversations -Deliver confident demos with clear next steps -Handle objections and pricing discussions without pressure -Build a simple, repeatable sales system using CRM fundamentals This course is ideal for… -Beginners entering sales, consulting, or customer-facing roles -Founders and early start-up employees handling sales conversations -Professionals transitioning into B2B or SaaS sales -Anyone who wants to sell ethically and confidently Disclaimer: This is an independent educational resource created by Board Infinity for informational and educational purposes only. This course is not affiliated with, endorsed by, sponsored by, or officially associated with any company, organization, or certification body unless explicitly stated. The content provided is based on industry knowledge and best practices but does not constitute official training material for any specific employer or certification program. All company names, trademarks, service marks, and logos referenced are the property of their respective owners and are used solely for educational identification and comparison purposes

• Apply buyer psychology and persuasion principles to build trust and guide ethical sales conversations
• Define ideal customer profiles and manage outreach with structured discovery
• Translate product features into measurable value through demos and storytelling
• Handle objections, pricing, and closing confidently

• Basic computer and internet skills
• Ability to read course instructions in English and complete short practice activities