In Course Two of the Art of Sales Specialization, you will learn how to run high-impact meetings that create complete separation between you and everyone else your customer comes into contact with. You will learn the importance of asking better questions and how to anticipate and handle sales objections. Finally, you will learn how to tell powerful stories and to give and receive performance feedback.
Ce cours fait partie de la Spécialisation The Art of Sales: Mastering the Selling Process
Connecting with Sales Prospects
proposé par
Programme du cours : ce que vous apprendrez dans ce cours
Semaine
1Week 1: Running High-Impact Meetings
How many meetings do you have every week during your career? Most executives say “20-30.” And how many of them are “high-impact?” Most executives say “5-10%.” We can do better. There are five disciplines you can use to take your meeting – any meeting – to the next level, such that you are the person that people are thinking of at the end of a busy day.
6 vidéos (Total 12 min), 8 lectures, 1 quiz
6 vidéos
Meet Craig Wortmann1 min
Running High-Impact Meetings5 min
Writing a 'Thank You' Note1 min
Barter Exercise54s
Role Play: Barter Exercise2 min
8 lectures
Meet The Team10 min
How Do I Get The Most Out Of This Course10 min
FAQ10 min
The 3 Clear Points of Week 110 min
Worksheets and Readings10 min
Final Project Prep Assignment: Setting a Sales Goal10 min
Final Project Prep: Knowledge Skill Discipline Framework - Course 210 min
Capstone Prep Assignment - Barter Project10 min
1 exercice pour s'entraîner
Final Project Prep: Writing Thank You Notes2 min
Semaine
2Week 2: Asking Better Questions
We spend most of our professional career (and personal life) in conversation. When we are trying to get to know someone, influence a decision, sell an idea or product, lead people, or simply hang out with friends, there are specific skills and disciplines that we can practice that make us more dynamic conversationalists. Our focus this week is asking better sales questions. High-performing salespeople get better, more actionable information from their customers by asking better questions.
3 vidéos (Total 6 min), 4 lectures
4 lectures
The 3 Clear Points of Week 210 min
Reading10 min
Final Project Prep: Writing Impact Questions10 min
Capstone Prep Assignment - Barter Project10 min
Semaine
3Week 3: Handling Objections
This week, we are focusing on sales objections. Objections are natural to the sales process and should be welcomed. They represent a great opportunity for you to create separation between you and competitors. Sales is full of rejection, but high-performers handle objections, hurdles and rejection in ways that will surprise you. We will explore how they do this and what effect it has on customers.
4 vidéos (Total 10 min), 4 lectures, 1 quiz
4 vidéos
Handling Objections5 min
Creating an "Objections Matrix" Worksheet37s
Role-Play: Handling Objections3 min
4 lectures
The 3 Clear Points of Week 310 min
Worksheet and Reading10 min
Final Project Prep: Objections Matrix10 min
Capstone Prep Assignment - Barter Project10 min
1 exercice pour s'entraîner
Handling Objections2 min
Semaine
4Week 4: The Power of Story
Week 4 looks at one of the most powerful influence tools you have – your ability to tell the right story at the right time for the right reasons. Stories provide two things that facts do not; context and emotion. The ability to contextualize your venture in your selling efforts is critical, and connecting to emotions drives decision-making. We will explore how stories do this and begin to build your tactical Story Matrix℠ to ensure that you have the right stories at your fingertips.
7 vidéos (Total 16 min), 4 lectures
7 vidéos
The Power of Story5 min
The Four Types of Stories2 min
The Story Matrix1 min
Building Out Your Story Matrix1 min
What’s Your Story?2 min
The Drop Forge Story2 min
4 lectures
The 3 Clear Points of Week 410 min
Worksheet and Readings10 min
Final Project Prep: Your Story Matrix Worksheet10 min
Capstone Prep Assignment - Barter Project10 min
4.8
9 avisMeilleurs avis
par AI•Oct 15th 2018
This is a great user-friendly course that gives every angle of selling to the public. Very applicable at every level!
par SH•Jan 13th 2019
It was one of the best courses that I've enrolled so far. So informative and useful
Enseignant
Craig Wortmann
CEO, Sales Engine Inc; Venture Partner, Pritzker Group Venture Capital; Clinical Professor, Kellogg School of ManagementÀ propos de Université Northwestern
Northwestern University is a private research and teaching university with campuses in Evanston and Chicago, Illinois, and Doha, Qatar. Northwestern combines innovative teaching and pioneering research in a highly collaborative environment that transcends traditional academic boundaries.
À propos de la Spécialisation The Art of Sales: Mastering the Selling Process
Close more deals and improve the performance of any sales team. The Art of Sales Specialization is designed to make you more effective and efficient as you pursue your sales goals. Understand how to stand out in the crowd, attract customers, and build support for your initiatives within your company. Knowing how to “get to yes” is a crucial skill that can improve many facets of your life. Prepare to be tested, taught, and transformed as you learn to locate new customers and get great results.
Foire Aux Questions
Quand aurai-je accès aux vidéos de cours et aux devoirs ?
Une fois que vous êtes inscrit(e) pour un Certificat, vous pouvez accéder à toutes les vidéos de cours, et à tous les quiz et exercices de programmation (le cas échéant). Vous pouvez soumettre des devoirs à examiner par vos pairs et en examiner vous-même uniquement après le début de votre session. Si vous préférez explorer le cours sans l'acheter, vous ne serez peut-être pas en mesure d'accéder à certains devoirs.
À quoi ai-je droit si je m'abonne à cette Spécialisation ?
Lorsque vous vous inscrivez au cours, vous bénéficiez d'un accès à tous les cours de la Spécialisation, et vous obtenez un Certificat lorsque vous avez réussi. Votre Certificat électronique est alors ajouté à votre page Accomplissements. À partir de cette page, vous pouvez imprimer votre Certificat ou l'ajouter à votre profil LinkedIn. Si vous souhaitez seulement lire et visualiser le contenu du cours, vous pouvez accéder gratuitement au cours en tant qu'auditeur libre.
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