Ce cours fait partie de la Spécialisation The Art of Sales: Mastering the Selling Process
Customer Segmentation and Prospecting
proposé par
À propos de ce cours
4.8
53 notes
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..
Programme du cours : ce que vous apprendrez dans ce cours
Week
1Week 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 (Total 12 min), 8 lectures
8 vidéos
Meet Craig Wortmann1 min
Course 1 Introduction min
Setting a Sales Goal1 min
Salesperson Vs. Advisor2 min
Knowledge, Skill, Discipline Framework2 min
Barter Exercise min
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
Week
2Week 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 (Total 9 min), 4 lectures, 1 quiz
5 vidéos
Preparation - Targeting2 min
Lead Generation2 min
Meeting Preparation Checklist min
Email Introductions2 min
4 lectures
The 3 Clear Points of Week 210 min
Worksheets and Readings30 min
Final Project Prep Assignment: Targeting min
Capstone Prep Assignment - Barter Project10 min
1 exercice pour s'entraîner
Final Project Prep Assignment: Writing an Introductory Email30 min
Week
3Week 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 (Total 16 min), 4 lectures
6 vidéos
Working a Room6 min
The Sales Trailer1 min
The 3rd and 4th Gears min
Role Play: Working a Room5 min
Building an Exit min
4 lectures
The 3 Clear Points of Week 310 min
Readings30 min
Final Project Prep Assignment: The Art of the Sales Conversation min
Capstone Prep Assignment - Barter Project10 min
Week
4Week 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 (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 Closing min
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 Conversation min
4.8
Meilleurs avis
par LL•Jul 20th 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.
par MA•Jun 25th 2018
Very helpful, teaches you something that is essential for everyone of us and unfortunately rarely who teaches it as a school subject.
Enseignant
Craig Wortmann
CEO, Sales Engine Inc; Venture Partner, Pritzker Group Venture Capital; Clinical Professor, Kellogg School of ManagementÀ propos de Northwestern University
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
When will I have access to the lectures and assignments?
Once you enroll for a Certificate, you’ll have access to all videos, quizzes, and programming assignments (if applicable). Peer review assignments can only be submitted and reviewed once your session has begun. If you choose to explore the course without purchasing, you may not be able to access certain assignments.
What will I get if I subscribe to this Specialization?
When you enroll in the course, you get access to all of the courses in the Specialization, and you earn a certificate when you complete the work. Your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile. If you only want to read and view the course content, you can audit the course for free.
What is the refund policy?
Is financial aid available?
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