À propos de ce cours : 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. About the Specialization: The purpose of this Specialization is to make you as efficient and effective in selling as possible. You will gain several critical skills and disciplines that will accelerate your success with your small or large company and your life. The ability to sell is a necessity in this world. Whether it’s standing out in a crowd, selling yourself to a new employer, or winning new customers; selling is something we do every day, and we should be great at it! This Specialization is designed as an adventure of discovery. You will be tested, taught and transformed through a series of lectures, discussions and exercises that are designed to push you up and out of your comfort zone. You will learn how to target and acquire customers and get them to fall in love..

Les destinataires de ce cours : This is Course 1 of the Art of Sales Specialization. This specialization is intended for individuals looking to become as efficient and effective in selling as possible. No pre-requisite knowledge is required. However, if you do have some familiarity with sales, you can skip through any content that you might already know and proceed to the graded assessments. We highly suggest you take the courses in order as the assessments build over the specialization.

Créé par : Université Northwestern

Enseigné par : Craig Wortmann, CEO, Sales Engine Inc; Venture Partner, Pritzker Group Venture Capital; Clinical Professor, Kellogg School of Management

Informations de base	Cours 1 de 4 dans The Art of Sales: Mastering the Selling Process Specialization
Niveau	Débutant
Engagement	4 Weeks, 5-7 hours per week
Langue	English
Comment réussir	Réussissez tous les devoirs notés pour terminer le cours.
Notes des utilisateurs	4.6 étoiles Note moyenne des utilisateurs 4.6Voir ce que disent les étudiants

Programme de cours

SEMAINE 1

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.

8 vidéos, 8 lectures

Vidéo: Meet Craig Wortmann
Reading: Meet The Team
Reading: How Do I Get The Most Out Of This Course?
Reading: FAQ
Vidéo: Course 1 Introduction
Reading: The 3 Clear Points of Week 1
Vidéo: Setting a Sales Goal
Vidéo: Salesperson Vs. Advisor
Vidéo: Knowledge, Skill, Discipline Framework
Reading: Worksheets and Readings
Reading: Final Project Prep Assignment: Setting a Sales Goal
Discussion Prompt: Setting a Sales Goal and Introduction
Reading: Final Project Prep Assignment: Knowledge Skill Discipline Framework - Course 1
Reading: Capstone Prep Assignment - Barter Project
Vidéo: Barter Exercise
Vidéo: Role Play: Barter Exercise

SEMAINE 2

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.

5 vidéos, 4 lectures

Reading: The 3 Clear Points of Week 2
Vidéo: Preparation - Targeting
Vidéo: Lead Generation
Vidéo: Meeting Preparation Checklist
Vidéo: Email Introductions
Reading: Worksheets and Readings
Discussion Prompt: Introductory Email Debrief
Reading: Final Project Prep Assignment: Targeting
Reading: Capstone Prep Assignment - Barter Project

Noté: Final Project Prep Assignment: Writing an Introductory Email

SEMAINE 3

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.

6 vidéos, 4 lectures

Reading: The 3 Clear Points of Week 3
Vidéo: Working a Room
Vidéo: The Sales Trailer
Vidéo: The 3rd and 4th Gears
Vidéo: Role Play: Working a Room
Vidéo: Building an Exit
Reading: Readings
Reading: Final Project Prep Assignment: The Art of the Sales Conversation
Reading: Capstone Prep Assignment - Barter Project

SEMAINE 4

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 vidéos, 3 lectures

Reading: The 3 Clear Points of Week 4
Vidéo: When it Doesn’t Work (How You Exit a Conversation)
Vidéo: When it Works (How You Solidify a Lead)
Vidéo: Qualify
Vidéo: Course 1 Closing
Reading: Readings
Discussion Prompt: The Art of the Sales Conversation Debrief
Reading: Capstone Prep Assignment - Barter Project

Noté: Final Project Prep Assignment: The Art of the Sales Conversation

Noté: Prepare to Stand Out Final Project

FAQ

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Comment cela fonctionne

Coursework

Each course is like an interactive textbook, featuring pre-recorded videos, quizzes and projects.

Help from Your Peers

Connect with thousands of other learners and debate ideas, discuss course material, and get help mastering concepts.

Certificates

Earn official recognition for your work, and share your success with friends, colleagues, and employers.

Créateurs

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.

Tarification

	Acheter le cours
Accéder au contenu du cours	Disponible
Accéder au contenu noté	Disponible
Recevoir une Note Finale	Disponible
Obtenir un Certificat de Cours partageable	Disponible

Notation et examens

Note moyenne 4.6 sur 5 sur 28 notes

great course

Craig Wortmann is a great professor that knows the intricacies and complexities of sales and business development. One can definitely see that from taking this course. I've used the methodologies I've learned in this course and have experienced some success in the real world.