The Complete Sales Hacker Bundle

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8 Courses & 23 Hours
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What's Included

How to Sell to Challenging Modern Buyers
  • Certification included
  • Experience level required: Intermediate
  • Access 15 lectures & 1 hour of content 24/7
  • Length of time users can access this course: Lifetime

Course Curriculum

15 Lessons (1h)

  • Introduction, scope, content, structure and lessons
    Intro Video1:40
  • Buyers vs Sellers
    The tension between buyers vs sellers - aims of each side7:05
    Buyer main objectives - the relevance of purchasing5:21
  • Who is the modern buyer?
    Modern buyers types of buyers8:08
    Modern buyers how to work with each type8:04
  • Pricing at the eyes of the buyer
    Modern Buyer Value vs Costs7:39
    Modern Buyer Creating value5:46
  • Modern Buyer tricks and objections
    Modern Buyer Buyer Tricks7:12
  • Sales Executive response
    Modern Buyer Portfolio Classification8:18
    Modern Buyer Steps of Negotiation3:21
    Modern Buyer Who has the power6:07
  • Additional tools of the modern buyer and seller
    Modern Buyer Positions and negotiation range6:10
    Modern Buyer Porter competitive Forces Kralic Matrix5:05
  • Wrap up, templates and forms
    Modern Buyer Wrap up2:03
    Support material/templates/Forms/Best practices

How to Sell to Challenging Modern Buyers

Amaro Araujo


Amaro Araujo is a senior international Key Account Manager. He manages customers among the world's top corporations and has closed deals ranging from 25k to as big as 50 million. Having dealt with customers from different countries and sizes –from the small factory to the world biggest corporations- facing different complexities, industry segments, and purchasing organizations, he shares his knowledge, experience, skills and best practices to all those willing to learn, develop or explore their career in the B2B sales world.


Business isn't only about creating the perfect products and services, it's also important to know who you're selling to and the products that they'll generally buy. This course is a sales master class on handling modern buyers, sales negotiation, and closing deals. It will give you insights on the purchasing evolution and a glimpse of who are these challenging modern buyers, so well prepared. By knowing who the modern buyers are, how they work, what tools and systems they use; you'll be able to adopt the right approach and answer in order to overcome such a difficult obstacle.

  • Access 15 lectures & 1 hour of content 24/7
  • Understand who, what & how the modern buyers approach the purchasing role and objectives
  • Learn how to add value & increase your sales skills luggage
  • Know the modern buyers' main drivers & fears or weakest points
  • Know the purchasers' background & tools in order to use the right approach and response


Important Details

  • Length of time users can access this course: lifetime
  • Access options: web & mobile streaming
  • Certification of completion included
  • Redemption deadline: redeem your code within 30 days of purchase
  • Experience level required: intermediate


  • Business knowledge
  • Understand the buying & selling process
  • Preferably having sales knowledge or experience


  • Unredeemed licenses can be returned for store credit within 30 days of purchase. Once your license is redeemed, all sales are final.
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