Informações sobre o curso: 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..

Para quem é direcionado este curso: 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.

Desenvolvido por: Northwestern University

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

Informações básicas	Curso 1 de 4 no The Art of Sales: Mastering the Selling Process Specialization
Nível	Básico
Compromisso	4 Weeks, 5-7 hours per week
Idioma	English
Como ser aprovado	Seja aprovado em todas as tarefas para concluir o curso.
Classificação do usuário	4.6 estrelas Classificação média do usuário 4.6Veja o que os aprendizes disseram

Programa

SEMANA 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 videos, 8 leituras

Vídeo: Meet Craig Wortmann
Reading: Meet The Team
Reading: How Do I Get The Most Out Of This Course?
Reading: FAQ
Vídeo: Course 1 Introduction
Reading: The 3 Clear Points of Week 1
Vídeo: Setting a Sales Goal
Vídeo: Salesperson Vs. Advisor
Vídeo: 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
Vídeo: Barter Exercise
Vídeo: Role Play: Barter Exercise

SEMANA 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 videos, 4 leituras

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

Nota atribuída: Final Project Prep Assignment: Writing an Introductory Email

SEMANA 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 videos, 4 leituras

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

SEMANA 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 videos, 3 leituras

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

Nota atribuída: Final Project Prep Assignment: The Art of the Sales Conversation

Nota atribuída: Prepare to Stand Out Final Project

Perguntas frequentes

Quando terei acesso aos vídeos do curso e às tarefas?

E se eu precisar de tempo adicional para concluir o curso?

O que obtenho se eu pagar por este curso?

Posso fazer este curso gratuitamente?

Como funciona a política de reembolso?Como funciona a política de reembolso?

Existe algum auxílio financeiro disponível?

Como funciona

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.

Desenvolvedores

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.

Custo

	Comprar curso
Acesso aos materiais do curso	Disponível
Acesso a materiais valendo nota	Disponível
Receba uma nota final	Disponível
Obtenha um Certificado de Curso compartilhável	Disponível

Classificações e avaliações

Avaliado em 4.6 de 5 decorrente de 28 avaliações

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.