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
Connecting with Sales Prospects
oferecido por
Programa de cursos integrados The Art of Sales: Mastering the Selling ProcessUniversidade Northwestern
Programa - O que você aprenderá com este curso
Semana
12 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.
6 vídeos (total de (Total 12 mín.) min), 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
Semana
21 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.
3 vídeos (total de (Total 6 mín.) min), 4 leituras
4 leituras
The 3 Clear Points of Week 210min
Reading10min
Final Project Prep: Writing Impact Questions10min
Capstone Prep Assignment - Barter Project10min
Semana
31 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.
4 vídeos (total de (Total 10 mín.) min), 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
Semana
41 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.
7 vídeos (total de (Total 16 mín.) min), 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
Melhores avaliações
This is a great user-friendly course that gives every angle of selling to the public. Very applicable at every level!
It was one of the best courses that I've enrolled so far. So informative and useful
Instrutores
Craig Wortmann
CEO, Sales Engine Inc; Venture Partner, Pritzker Group Venture Capital; Clinical Professor, Kellogg School of ManagementSobre 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.
Sobre o 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?
Ao se inscrever para um Certificado, você terá acesso a todos os vídeos, testes e tarefas de programação (se aplicável). Tarefas avaliadas pelos colegas apenas podem ser enviadas e avaliadas após o início da sessão. Caso escolha explorar o curso sem adquiri-lo, talvez você não consiga acessar certas tarefas.
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.
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