What are the starting requirements?

None. No prior knowledge and no formal application are needed. All you need is a web browser.

What does the course cost?

With the current discount, this course costs US$12, including the full course content and your personal certificate. There are no additional costs.

How do I get my certificate?

Work through the 9 chapters and pass the course quiz, which is multiple choice with free retakes and no time limit. The certificate is issued instantly as a digital PDF with a unique ID that employers can verify online.

What is the value of the certificate?

IBMI holds its programs to the same high standards applied by traditional educational institutions, and its certificates are acknowledged by employers worldwide as professional certificates. IBMI does not award academic titles or degrees.

Sales Essentials — IBMI

All courses

Sales Essentials

New course

A great product is worth little until someone says yes. In about two hours, you will learn how to find the right customers, lead a sales conversation, handle objections, close with confidence and manage your pipeline, without being pushy.How to sell with confidence and integrity, in about two hours.

US$3030 €£30CHF 30SAR 113AED 110₹2,850₱1,920Rp544.000EGP 1,680MAD 295MX$560R500R$162Rs 8,300₦40,300₺1.490QAR 109C$42A$43NZ$53HK$240S$38119 zł144 lei9 900 Ft660 Kč300 kr200 kr.280 kr51 ₼AMD 10,800KSh3,900K605Rs 1,420TSh79,30017 700 CFA17 700 CFAUGX 135,000Br4,920Kz 27.4001.920 MT4 060 DA1 370 ₴2 440 Lek₪9278 ₾3.160 RSD542 lei1.650 den53 KM3.670 kr.RM123৳ 3,730฿1,010UZS 360 000775.000 ₫Rs 9,99013 600 ₸¥200₩39,800¥4,730NT$970Rs 4,580J$4,770S/ 104AR$46.200TT$204CO$96.000Q230RD$1,840CL$29.700₡13.700 US$1212 €£12CHF 12SAR 45AED 44₹1,140₱770Rp218.000EGP 670MAD 118MX$220R200R$65Rs 3,300₦16,100₺600QAR 44C$17A$17NZ$21HK$90S$1547 zł58 lei4 000 Ft260 Kč120 kr80 kr.110 kr20 ₼AMD 4,300KSh1,560K242Rs 570TSh31,7007 100 CFA7 100 CFAUGX 54,000Br1,970Kz 11.000770 MT1 620 DA550 ₴980 Lek₪3731 ₾1.260 RSD217 lei660 den21 KM1.470 kr.RM49৳ 1,490฿400UZS 144 000310.000 ₫Rs 4,0005 400 ₸¥80₩15,900¥1,890NT$390Rs 1,830J$1,910S/ 41AR$18.500TT$82CO$38.000Q92RD$740CL$11.900₡5.500 −60%

Add to cart

Secure checkout · one-time payment · instant access

2 hoursself-paced

Certificateincluded

Lifetimefull access

100% onlineany device

Text & Audioread or listen

Introductoryany level

This course counts toward the Marketing Management program certificate — at no extra cost.

What you will learn

You sell even if sales is not in your job title, every time you win support for an idea or convince a client. This course gives you a clear, honest sales process that works in person, by phone and online.

Core skills

Find and qualify the right prospects and prepare every sales conversation
Ask good questions, present value, handle objections and close with a clear next step
Manage your pipeline with a CRM and key sales metrics, and sell ethically in a digital world

More details

This is practical knowledge for your everyday work. Across nine short chapters you follow the sales process from the first contact to a long-term customer relationship.

Why this matters

17%

of their buying time is all that business buyers spend meeting potential suppliers. Every conversation has to count.

Source: Gartner

You will learn the types of selling, prospecting and qualifying, discovery questions, presenting value, handling objections and closing, consultative selling, key account management, pipelines, forecasts and the use of artificial intelligence (AI) in sales. Two real cases, Dell and Wells Fargo, show what drives sales success and what happens when sales goals go wrong.

The course is designed for salespeople, founders, managers and everyone who needs to win customers or support. No prior knowledge is required.

The course takes about two hours in text and audio, is fully self-paced, and comes with lifetime access and no prerequisites. Pass the short final exam to earn a verifiable certificate.

What we will cover

9 focused chapters that take you from the first contact to loyal customers, each with practical, real-world examples.

9chapters

~2hself-paced

Text & audioread or listen

See the full curriculum

Introduction

Sales and Marketing
Types of Selling
Sales Roles

The Sales Funnel
Prospecting
Leads from Marketing
Qualifying Leads

Discovery Questions
Presenting Value
Handling Objections
Closing and Follow-Up

Consultative and Solution Selling
Building Trust
Key Account Management

The Sales Pipeline
Using a CRM
Key Sales Metrics
Simple Forecasting

Social Selling
AI in Sales
Ethics and Consumer Protection
Resilience and Self-Organization

Dell: Selling Direct
Wells Fargo: When Sales Goals Go Wrong

Conclusion

Course Quiz & Your CertificateMultiple choice · free retakes · no time limit · certificate issued instantly on passing

Learn your way

Read or listen at your own pace, on any device — and yours to keep forever.

ibm-institute.com

Chapter 4 of 9The Sales Conversation

3:20 / 6:00

A good sales conversation is mostly listening. In this chapter, you learn how to ask the right questions and turn answers into value.

The sales conversation

Discover the need, present the value, handle objections and close with a clear next step.

With practical examples, you will see how to handle objections calmly instead of arguing.

You will leave with a simple structure for your next sales conversation.

PreviousNext chapter

Progress

48% complete

Content

Introduction

Sales Basics

Finding the Right Customers

The Sales Conversation

5 Consultative Selling and Relationships

6 Pipeline, CRM and Metrics

7 Digital Selling, Ethics and You

8 Case Studies

9 Conclusion

No app neededIn your browser
Any devicePhone to laptop
Auto-savedContinue anytime
Stay focusedDistraction-free

Certificate

A certificate you can
actually use

Instantas a digital PDFPDF download
Includedno extra fees
Lifetimeno expiry
ShareableLinkedIn & CV

Verifiableunique ID number

Demo verification

IBMI-BM-8F3K2

Valid certificateSales EssentialsIssued by IBMI Berlin to David Fischer · 15 July 2025

Check any real certificate ID on our verification page.Check any real certificate ID here.

In good company

Loved by learners in 100+ countries

Overall, 96% of our students would recommend IBMI to a friend or colleague.

"Between a full-time job and family, this was the first course I could actually finish — it fits around real life."

TThandiwe N.

South Africa

"It lifted my skills as a founder to a completely different level — I run my business with far more structure now."

MMateus C.

Brazil

"I’ve completed a few of their courses by now, and the certificates genuinely strengthen my résumé."

PPieter V.

Netherlands

"The skills were real and the certificate proved them — I moved up a position at my company this year."

EElif K.

Turkey

"I came in with zero background in business and never felt lost — everything is explained from the ground up."

JJoseph B.

Uganda

Drag to explore more reviewsSwipe to explore more reviews

What IBMI students say about learning with us in general. The 96% comes from our June 2026 student survey: 364 verified students answered the question “Would you recommend IBMI to a friend or colleague?” (learn more).
You can also find independent reviews on our Trustpilot profile.

Featured in

Program

This course is part of
a larger credential

It’s one of the four courses of the Marketing Management program — and it counts toward that program certificate at no extra cost.

Marketing Management

4 courses

Finish all 4 courses and your program certificate is issued automatically — at no extra cost.

Explore the program →

Good to know

Frequently asked questions

Add the course to your cart and create your student account during checkout. You can start right after payment — and you keep lifetime access, so breaks and retakes are always possible.

It’s a focused short course — 9 chapters and 26 topics, about 2 hours in total, 100% online and self-paced. Read the content or listen to the audio on your computer, tablet, or phone, and pick up exactly where you left off. No additional reading material required.

None. This course is designed for students and non-students alike — no prior knowledge and no formal application. All you need is a web browser and some motivation.

With the current discount, this course costs US$1212 €£12CHF 12SAR 45AED 44₹1,140₱770Rp218.000EGP 670MAD 118MX$220R200R$65Rs 3,300₦16,100₺600QAR 44C$17A$17NZ$21HK$90S$1547 zł58 lei4 000 Ft260 Kč120 kr80 kr.110 kr20 ₼AMD 4,300KSh1,560K242Rs 570TSh31,7007 100 CFA7 100 CFAUGX 54,000Br1,970Kz 11.000770 MT1 620 DA550 ₴980 Lek₪3731 ₾1.260 RSD217 lei660 den21 KM1.470 kr.RM49৳ 1,490฿400UZS 144 000310.000 ₫Rs 4,0005 400 ₸¥80₩15,900¥1,890NT$390Rs 1,830J$1,910S/ 41AR$18.500TT$82CO$38.000Q92RD$740CL$11.900₡5.500. That includes the full course content and your personal certificate — there are no additional costs.

Work through the 9 chapters and pass the course quiz — multiple choice, with free retakes and no time limit. Your certificate is issued instantly as a digital PDF that you can download, print, share on LinkedIn, and that employers can verify online via its unique ID.

IBMI holds its distance learning programs to the same high standards applied by traditional educational institutions, and our certificates are acknowledged by employers around the world as professional certificates. Please note we do not award academic titles or degrees.

The full course — audio and text — is in English. You can also read the course text in 100+ other languages via automatic (machine) translation, so you can follow along in whichever language you’re most comfortable with. See available languages →

Yes. Alongside your course certificate, this course counts toward the Marketing Management program certificate — at no extra cost. Finish the four courses of the program and you earn its certificate too.

More questions? Visit the Help Center →

Short course, fast results

From start to certificate
in about 2 hours

Start Enroll & start instantly

Checkout takes a minute — chapter one opens right away.

2 hours Read or listen to the content

Compact topics and real case studies, at your own pace.

The quiz Take the course quiz

Multiple choice, free retakes, no time limit.

Finish Certificate in hand

Issued instantly — add it to your CV and LinkedIn.

Sales Essentials

Start now and get certified today

US$3030 €£30CHF 30SAR 113AED 110₹2,850₱1,920Rp544.000EGP 1,680MAD 295MX$560R500R$162Rs 8,300₦40,300₺1.490QAR 109C$42A$43NZ$53HK$240S$38119 zł144 lei9 900 Ft660 Kč300 kr200 kr.280 kr51 ₼AMD 10,800KSh3,900K605Rs 1,420TSh79,30017 700 CFA17 700 CFAUGX 135,000Br4,920Kz 27.4001.920 MT4 060 DA1 370 ₴2 440 Lek₪9278 ₾3.160 RSD542 lei1.650 den53 KM3.670 kr.RM123৳ 3,730฿1,010UZS 360 000775.000 ₫Rs 9,99013 600 ₸¥200₩39,800¥4,730NT$970Rs 4,580J$4,770S/ 104AR$46.200TT$204CO$96.000Q230RD$1,840CL$29.700₡13.700US$1212 €£12CHF 12SAR 45AED 44₹1,140₱770Rp218.000EGP 670MAD 118MX$220R200R$65Rs 3,300₦16,100₺600QAR 44C$17A$17NZ$21HK$90S$1547 zł58 lei4 000 Ft260 Kč120 kr80 kr.110 kr20 ₼AMD 4,300KSh1,560K242Rs 570TSh31,7007 100 CFA7 100 CFAUGX 54,000Br1,970Kz 11.000770 MT1 620 DA550 ₴980 Lek₪3731 ₾1.260 RSD217 lei660 den21 KM1.470 kr.RM49৳ 1,490฿400UZS 144 000310.000 ₫Rs 4,0005 400 ₸¥80₩15,900¥1,890NT$390Rs 1,830J$1,910S/ 41AR$18.500TT$82CO$38.000Q92RD$740CL$11.900₡5.500−60%

Self-paced online courseOnline course · Personalized certificate
One-time payment · Lifetime access

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