Tragging Fixed Assets Software Sales Training - Level 2

Tragging Fixed Assets Software Sales Training - Level 2

Target Audience

Business Developers
Sales Engineers
Channel / Partner Sales
Pre-sales & Account Managers

who:

Already understand the product
Can explain TFAM at a basic level
Have attended or observed real sales calls

Not for beginners
Not yet for senior negotiators

Join this Course

Last Update	18/01/2026
Completion Time	4 hours 53 minutes
Members	1

Course
Reviews

Intermediate FAM Sales

ADVANCED DISCOVERY & QUALIFICATION

8Lessons · 37 min
- Introduction
  
  Preview
- Discovery Is Control, Not Questions
  
  Preview
- Structuring a Discovery Meeting (So You Lead, Not React)
  
  Preview
- Question Sequencing: Facts → Pain → Impact
  
  Preview
- Identifying Real Interest vs Curiosity
  
  Preview
- Professional Disqualification (A Strength, Not a Loss)
  
  Preview
- Discovery Summary & Internal Alignment
  
  Preview
- Knowledge Check
  
  Preview 10 xp
STAKEHOLDER MANAGEMENT & PERSONA SWITCHING

8Lessons · 40 min
- Introduction
  
  Preview
- Why B2B Deals Are Political (Whether You Like It or Not)
  
  Preview
- Mapping Power & Influence (Who Matters and Why)
  
  Preview
- Persona Switching: Speaking the Right Language at the Right Time
  
  Preview
- Managing Meetings with Mixed Audiences
  
  Preview
- Building and Protecting an Internal Champion
  
  Preview
- Handling Stakeholder Conflict & Misalignment
  
  Preview
- Knowledge Check
  
  Preview 10 xp
DEMO MASTERY

8Lessons · 40 min
- Introduction
  
  Preview
- Why Most Demos Fail (And Why It’s Not Technical)
  
  Preview
- When to Demo (And When Not To)
  
  Preview
- Designing a Demo Based on Discovery
  
  Preview
- The Outcome-First Demo Flow
  
  Preview
- Handling Questions & Interruptions Without Losing Control
  
  Preview
- Ending the Demo with Momentum (Where Deals Are Won)
  
  Preview
- Knowledge Check
  
  Preview 10 xp
OBJECTION HANDLING

8Lessons · 40 min
- Introduction
  
  Preview
- Why Objections Appear (The Psychology Behind Them)
  
  Preview
- Classifying Objections Quickly (So You Respond Correctly)
  
  Preview
- The Acknowledge – Clarify – Reframe Framework
  
  Preview
- Handling Common TFAM Objections (Applied Practice)
  
  Preview
- Emotional vs Logical Objections (Reading the Room)
  
  Preview
- Knowing When to Pause, Escalate, or Stop
  
  Preview
- Knowledge Check
  
  Preview 10 xp
DEAL PROGRESSION & MOMENTUM CONTROL

8Lessons · 40 min
- Introduction
  
  Preview
- What Sales Momentum Really Is (And Why It Matters)
  
  Preview
- Defining Clear Next Steps (The Backbone of Progress)
  
  Preview
- Managing Timelines Without Sounding Pushy
  
  Preview
- Follow-Up Without Chasing (Value-Based Follow-Up)
  
  Preview
- Identifying Stall Signals Early
  
  Preview
- Re-Engaging or Resetting a Stalled Deal
  
  Preview
- Knowledge Check
  
  Preview 10 xp
Continue with Level 2 – Module 6

8Lessons · 41 min
- Introduction
  
  Preview
- How Customers Actually Think About Price
  
  Preview
- Value-Based Pricing vs Cost-Based Thinking
  
  Preview
- Explaining Price Calmly (Without Defensiveness)
  
  Preview
- Avoiding Premature Discounting
  
  Preview
- Scope Control Basics (Protecting the Deal)
  
  Preview
- Recognizing Real Price Resistance vs Symbolic Resistance
  
  Preview
- In enterprise sales, price is most often compared to
  
  Preview 10 xp
SCENARIO-BASED JUDGMENT & SALES MATURITY

9Lessons · 55 min
- Introduction
  
  Preview
- Reading Between the Lines (What Customers Don’t Say)
  
  Preview
- Choosing the Right Next Move
  
  Preview
- Scenario 1 – Strong Deal vs Weak Deal
  
  Preview
- Scenario 2 – Stakeholder Misalignment
  
  Preview
- Scenario 3 – Price Pressure Too Early
  
  Preview
- Post-Mortem Thinking (Learning Without Blame)
  
  Preview
- Knowledge Check
  
  Preview 10 xp
- TFAM Certified Sales Professional - Level 2 (TFAM-CSP2)