Build practical B2B selling skills you can use to find opportunities, understand customer needs, and confidently move conversations toward a sale. Designed for professionals who sell as part of their role, whether or not they're in a traditional sales position.
Offered through UNT Executive & Professional Learning, University of North Texas
Selling Is a Skill You Can Build
Whether you're a sales professional looking to sharpen your skills or someone who finds yourself selling ideas as part of another role, knowing how to navigate a sales conversation can make a difference. You might be building a pipeline, pitching a new product, presenting a solution to a prospective customer, trying to win a new account, or helping a company see the value of your expertise.
At its core, professional selling is about understanding what people need, asking the right questions, identifying opportunities, and connecting those needs to the right solution. These fundamentals apply whether you're managing a sales pipeline or trying to persuade a customer, client, or decision-maker to see the value in what you have to offer.
This course provides a practical foundation in B2B selling, giving you the skills and confidence to navigate the sales process from finding and qualifying opportunities through customer conversations and closing.
Course Details
What You'll Learn
You'll build practical selling skills you can use to identify opportunities, qualify leads, understand customer needs, and communicate the value of your product or service with greater confidence. The fundamentals apply whether you're selling a product, a service, an idea, or your own expertise.
At the center of the course is the customer conversation: asking better questions, uncovering pain points, and understanding what a customer actually needs before trying to close the sale. You'll develop a stronger foundation in lead generation, qualification, questioning, and closing techniques that you can put to work in real-world selling situations.
Inside the Course
Build your selling skills from the ground up, from finding and qualifying opportunities to understanding customer needs and moving conversations toward a close.
- Module 1: Introduction to Sales
- Module 2: Introduction to Marketing
- Module 3: Lead Generation
- Module 4: B2B Technology Tools
- Module 5: Introduction to SPIN Selling
- Module 6: SPIN Questions
- Module 7: Introduction to Conceptual Selling
- Module 8: Getting to YES
Who Should Take This Course
This course is designed for professionals who:
- Sell products, services, solutions, or expertise as part of their role
- Want to build a stronger foundation in professional B2B selling
- Are responsible for pitching products or services but don't consider themselves traditional salespeople
- Want to become more confident identifying opportunities, qualifying leads, and having sales conversations
