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.
Este curso faz parte do Programa de cursos integrados The Art of Sales: Mastering the Selling Process
oferecido por
Programa de cursos integrados The Art of Sales: Mastering the Selling ProcessUniversidade NorthwesternInformações sobre o curso
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Certificados compartilháveis
Tenha o certificado após a conclusão
100% on-line
Comece imediatamente e aprenda em seu próprio cronograma.
Prazos flexíveis
Redefinir os prazos de acordo com sua programação.
Nível iniciante
Aprox. 7 horas para completar
Inglês
Legendas: Inglês, Vietnamita
Certificados compartilháveis
Tenha o certificado após a conclusão
100% on-line
Comece imediatamente e aprenda em seu próprio cronograma.
Prazos flexíveis
Redefinir os prazos de acordo com sua programação.
Nível iniciante
Aprox. 7 horas para completar
Inglês
Legendas: Inglês, Vietnamita
oferecido por
Universidade 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.
Programa - O que você aprenderá com este curso
2 horas para concluir
Week 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.
2 horas para concluir
6 vídeos (Total 12 mín.), 8 leituras, 1 teste
6 videos
Meet Craig Wortmann1min
Running High-Impact Meetings5min
Writing a 'Thank You' Note1min
Barter Exercise54s
Role Play: Barter Exercise2min
8 leituras
Meet The Team10min
How Do I Get The Most Out Of This Course10min
FAQ10min
The 3 Clear Points of Week 110min
Worksheets and Readings10min
Final Project Prep Assignment: Setting a Sales Goal10min
Final Project Prep: Knowledge Skill Discipline Framework - Course 210min
Capstone Prep Assignment - Barter Project10min
1 exercício prático
Final Project Prep: Writing Thank You Notes2min
1 hora para concluir
Week 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.
1 hora para concluir
3 vídeos (Total 6 mín.), 4 leituras
4 leituras
The 3 Clear Points of Week 210min
Reading10min
Final Project Prep: Writing Impact Questions10min
Capstone Prep Assignment - Barter Project10min
1 hora para concluir
Week 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.
1 hora para concluir
4 vídeos (Total 10 mín.), 4 leituras, 1 teste
4 videos
Handling Objections5min
Creating an "Objections Matrix" Worksheet37s
Role-Play: Handling Objections3min
4 leituras
The 3 Clear Points of Week 310min
Worksheet and Reading10min
Final Project Prep: Objections Matrix10min
Capstone Prep Assignment - Barter Project10min
1 exercício prático
Handling Objections2min
1 hora para concluir
Week 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.
1 hora para concluir
7 vídeos (Total 16 mín.), 4 leituras
7 videos
The Power of Story5min
The Four Types of Stories2min
The Story Matrix1min
Building Out Your Story Matrix1min
What’s Your Story?2min
The Drop Forge Story2min
4 leituras
The 3 Clear Points of Week 410min
Worksheet and Readings10min
Final Project Prep: Your Story Matrix Worksheet10min
Capstone Prep Assignment - Barter Project10min
Avaliações
Principais avaliações do CONNECTING WITH SALES PROSPECTS
por SG26 de Abr de 2020
Craig wortmann keeps on proving that he's the best sales person i have ever seen. Not to mention his sharp delivery skills .. I just wish i could meet him in real life.
por PL29 de Abr de 2020
At The Story Matrix, that makes the inexperience one harder to get out. But that part could help everyone so much in every edge of life.
por AI14 de Out de 2018
This is a great user-friendly course that gives every angle of selling to the public. Very applicable at every level!
por AB23 de Mai de 2020
I loved each aspect in this course and I believe it is the needed courses for every salesperson/business developer
Sobre Programa de cursos integrados 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.
Perguntas Frequentes – FAQ
Quando terei acesso às palestras e às tarefas?
Access to lectures and assignments depends on your type of enrollment. If you take a course in audit mode, you will be able to see most course materials for free. To access graded assignments and to earn a Certificate, you will need to purchase the Certificate experience, during or after your audit. If you don't see the audit option:
- The course may not offer an audit option. You can try a Free Trial instead, or apply for Financial Aid.
- The course may offer 'Full Course, No Certificate' instead. This option lets you see all course materials, submit required assessments, and get a final grade. This also means that you will not be able to purchase a Certificate experience.
O que recebo ao me inscrever nesta Especialização?
Quando você se inscreve no curso, tem acesso a todos os cursos na Especialização e pode obter um certificado quando concluir o trabalho. Seu Certificado eletrônico será adicionado à sua página de Participações e você poderá imprimi-lo ou adicioná-lo ao seu perfil no LinkedIn. Se quiser apenas ler e assistir o conteúdo do curso, você poderá frequentá-lo como ouvinte sem custo.
Qual é a política de reembolso?
Se você se inscrever, terá 7 dias para testar sem custo e, durante este período, pode cancelar sem multa. Depois disso, não reembolsamos, mas você pode cancelar sua inscrição a qualquer momento. Veja nossa política para o reembolso total.
Existe algum auxílio financeiro disponível?
Sim, a Coursera oferece auxílio financeiro ao aluno que não possa pagar a taxa. Faça a solicitação clicando no link Auxílio Financeiro, abaixo do botão "Inscreva-se" à esquerda. Preencha uma solicitação e será notificado caso seja aprovado. Você terá que completar esta etapa para cada curso na Especialização, incluindo o Trabalho de Conclusão de Curso. Saiba mais .
Ganharei créditos universitários por concluir o curso?
Este curso não oferece créditos universitários, mas algumas universidades podem aceitar certificados de cursos que podem ser convertidos em créditos. Entre em contato com sua instituição para saber mais. Com os cursos on-line e os certificados Mastertrack™ do Coursera, é possível ganhar créditos universitários.
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