Sharper Questions, Better Answers, Stronger Closes
Experienced sales professionals — account executives, business development professionals, consultants who pitch engagements, territory managers, and founders who sell directly — who know how to sell but have not yet used AI systematically to prepare for, run, and learn from the sales conversation itself.
Generate a tailored conversation brief for any significant meeting in under 20 minutes instead of 90.
Prepare layered discovery questions specific to the buyer and context in front of you, using the PRISM framework.
Anticipate and classify the four categories of buyer signal, and respond with prepared language rather than improvisation.
Handle the five objection types consistently using a structured playbook you build yourself.
Close conversations deliberately with natural language that asks for commitment without applying pressure.
Debrief every significant meeting so learning compounds into a personal Sales Conversation Playbook.
Evaluate every AI-prepared artifact with the TRUST framework, and protect commercially sensitive deal data with the AI Safety Checklist, before it reaches a buyer.
Module by module, in the order they are assigned.
Sales conversations are changing because AI now strengthens the work around buyer meetings while the live exchange still depends on human judgement. You map where AI adds value, avoid common preparation failures, and build a repeatable brief-and-debrief habit for real opportunities.
Discovery preparation turns buyer context into tailored questions that reveal priorities, concerns, decision paths, and the cost of inaction. You can brief AI with PRISM, check questions with TRUST, and build a discovery library that improves every meeting.
Buyer signals reveal what buyers mean through tone, pauses, follow-ups, deferrals, and pushback, which matters when deals stall beneath polite surface answers. You sort signals with the Buyer Signal Map, use AI to anticipate them, and build responses while keeping live judgement human.
Objection handling turns buyer pushback into information about what is blocking the deal, especially when price, timing, authority, need, or trust concerns appear under surface phrases. You leave able to classify objections, prepare AI-assisted responses, check them with TRUST, and maintain a personal playbook.
Pitching and closing turn buyer insight into a concise value narrative, verified evidence, and a clear request for commitment without pressure. Learners prepare a deal-specific case with AI, choose proof with TRUST, rehearse conversational delivery, match a closing approach, and protect sensitive terms before prompting.
Debriefing turns each sales meeting into evidence before details fade, which matters because busy sellers often lose the lesson in the next task. By the end, you can run AI-supported debriefs, build a Sales Conversation Playbook, and commit to a 30-day habit plan.
The course closes with a timed final exam with a pass mark and a limited number of attempts. A pass issues a PDF certificate with its own serial, in the name of the Straits Institute for Applied AI. Cohort progress, at-risk learners and a CSV export are in the admin console throughout.
This course focuses on the conversation itself — the meeting, the call, the discovery session — not the pipeline admin around it. You will use AI to prepare for, run, and learn from the conversation where the deal is actually won or lost, which most experienced sellers have never done systematically.
No. You need selling experience, not technical skill. Every AI use is taught as a plain prompt you can run in any common AI tool, and you evaluate the output with a simple framework before you rely on it.
No. AI prepares the raw material — questions, objection responses, a value narrative — but you read the room and decide what to say. AI is a tool to help you, not replace you; you stay the boss of every conversation.
The course teaches the AI Safety Checklist — Gauge, Understand, Authority, Risk, Decide — which you run before any pricing, discount, or competitive detail enters an AI tool, so commercially sensitive deal data stays protected.
Each of the six 60-minute modules ends with a hands-on artifact you keep and can use in your next real meeting: a conversation brief, a discovery-question library, a signal-response library, an objection playbook, a value narrative, and a debrief template.
T2-83 covers the full sales cycle with AI — research, pipeline, proposals, and admin. T3-51 goes deep on what happens in the room: preparing, running, and debriefing the sales conversation itself.
Hire, Develop and Lead Your Team with AI
Align, Influence and Communicate Across Every Level
Craft Narratives That Move People
Create Learning Experiences That Work
Lead Transitions That Actually Stick
Course libraries are assigned per user, team or department, and the reporting comes back to whoever has to answer for the programme. Tell us who needs it and we will show you the console.
