In Course 1, we set the foundation for the Art of Sales Specialization and offer a new mindset for becoming a high-performer in sales. We will discuss the Knowledge, Skill and Discipline that you need to stand out in your industry, and create a goal for you to reach by the end of the specialization. Finally, you will learn how to talk about yourself and your business. You will build your personal Sales Trailer and learn how to get into and out of sales conversations quickly and effectively.
Ce cours fait partie de la Spécialisation The Art of Sales: Mastering the Selling Process
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Spécialisation The Art of Sales: Mastering the Selling ProcessUniversité NorthwesternÀ propos de ce cours
60,240 consultations récentes
Résultats de carrière des étudiants
38%
ont commencé une nouvelle carrière après avoir terminé ce cours
28%
ont bénéficié d'un avantage concret dans leur carrières grâce à ce cours
Certificat partageable
Obtenez un Certificat lorsque vous terminez
100 % en ligne
Commencez dès maintenant et apprenez aux horaires qui vous conviennent.
Cours 1 sur 4 dans le
Dates limites flexibles
Réinitialisez les dates limites selon votre disponibilité.
Niveau débutant
Approx. 12 heures pour terminer
Anglais
Sous-titres : Arabe, Français, Portugais (européen), Chinois (simplifié), Italien, Vietnamien, Coréen, Allemand, Russe, Turc, Anglais, Espagnol
Résultats de carrière des étudiants
38%
ont commencé une nouvelle carrière après avoir terminé ce cours
28%
ont bénéficié d'un avantage concret dans leur carrières grâce à ce cours
Certificat partageable
Obtenez un Certificat lorsque vous terminez
100 % en ligne
Commencez dès maintenant et apprenez aux horaires qui vous conviennent.
Cours 1 sur 4 dans le
Dates limites flexibles
Réinitialisez les dates limites selon votre disponibilité.
Niveau débutant
Approx. 12 heures pour terminer
Anglais
Sous-titres : Arabe, Français, Portugais (européen), Chinois (simplifié), Italien, Vietnamien, Coréen, Allemand, Russe, Turc, Anglais, Espagnol
Offert par
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.
Programme du cours : ce que vous apprendrez dans ce cours
3 heures pour terminer
Week 1: It All Starts With a Goal
Week 1 will cover the purpose of the course and the foundational framework of knowledge, skill and discipline. We will tackle the expectations for the course and what to anticipate over the next several weeks. Finally, we will discuss the flow of the course and the assignments required for success.
3 heures pour terminer
8 vidéos (Total 12 min), 8 lectures
8 vidéos
Meet Craig Wortmann1 min
Course 1 Introduction30s
Setting a Sales Goal1 min
Salesperson Vs. Advisor2 min
Knowledge, Skill, Discipline Framework2 min
Barter Exercise54s
Role Play: Barter Exercise2 min
8 lectures
Meet The Team10 min
How Do I Get The Most Out Of This Course?10 min
FAQ10 min
The 3 Clear Points of Week 15 min
Worksheets and Readings30 min
Final Project Prep Assignment: Setting a Sales Goal30 min
Final Project Prep Assignment: Knowledge Skill Discipline Framework - Course 130 min
Capstone Prep Assignment - Barter Project5 min
3 heures pour terminer
Week 2: Selling is a Contact Sport
Week 2 gets you ready to make contact with the market. What problem are you solving? What is your target market? Who are the customers within that target market and how will you talk to them? We will discuss and determine several ways to narrow your target list and learn how to write the perfect introductory email.
3 heures pour terminer
5 vidéos (Total 9 min), 4 lectures, 1 quiz
5 vidéos
Preparation - Targeting2 min
Lead Generation2 min
Meeting Preparation Checklist53s
Email Introductions2 min
4 lectures
The 3 Clear Points of Week 210 min
Worksheets and Readings30 min
Final Project Prep Assignment: Targeting1 h
Capstone Prep Assignment - Barter Project10 min
1 exercice pour s'entraîner
Final Project Prep Assignment: Writing an Introductory Email30 min
2 heures pour terminer
Week 3: Selling Happens in a Conversation
Week 3 will equip you with a framework for a sales conversation that you can use in social situations and many other settings. This part of the sales process is where you are trying to generate leads and determine which prospects are potential customers and which are dead-ends. We will explore how to “on-ramp” a prospect into the right kind of conversation such that you can quickly determine whether this person has potential.
2 heures pour terminer
6 vidéos (Total 16 min), 4 lectures
6 vidéos
Working a Room6 min
The Sales Trailer1 min
The 3rd and 4th Gears59s
Role Play: Working a Room5 min
Building an Exit53s
4 lectures
The 3 Clear Points of Week 310 min
Readings30 min
Final Project Prep Assignment: The Art of the Sales Conversation1 h
Capstone Prep Assignment - Barter Project10 min
5 heures pour terminer
Week 4: Qualify, Hard and Early
In Week 4 we explore the actions to take if the person you are talking to turns out to NOT be a prospect. We will also look at what changes when someone might be a prospect. Finally, we will talk about qualifying which helps quickly determine if someone can and will do business with you.
5 heures pour terminer
5 vidéos (Total 6 min), 3 lectures, 2 quiz
5 vidéos
When it Doesn’t Work (How You Exit a Conversation)1 min
When it Works (How You Solidify a Lead)1 min
Qualify1 min
Course 1 Closing55s
3 lectures
The 3 Clear Points of Week 45 min
Readings30 min
Capstone Prep Assignment - Barter Project10 min
1 exercice pour s'entraîner
Final Project Prep Assignment: The Art of the Sales Conversation2 h
Avis
Meilleurs avis pour CUSTOMER SEGMENTATION AND PROSPECTING
par PO10 juin 2020
I have never done a sales course before, I'm so glad I took this one. It's so much more than an intro, Craig brings you right up to very high level of training, putting it into practice is up to you!
par AK28 mai 2020
This is an awesome course for those who are just introduced to sales profession and want to take it a long way. Very interesting to such things which would change our approach towards sales job.
par TH13 août 2020
Great course! I took concepts that I knew of (and some that I didn't) and learned how to be better. I really like Craig Woortman. His style is "learning by doing." And that works best for me.
par LL19 juil. 2018
I learned so much from Craig in this course about how to improve my sales efforts. I'm excited to take the entire series of courses, and to further improving. Thank you to him and the team.
À propos du 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.
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