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.
Este curso faz parte do Programa de cursos integrados The Art of Sales: Mastering the Selling Process
Customer Segmentation and Prospecting
oferecido por
Programa de cursos integrados The Art of Sales: Mastering the Selling ProcessUniversidade Northwestern
Informações sobre o curso
78,925 visualizações recentes
Resultados de carreira do aprendiz
43%
comecei uma nova carreira após concluir estes cursos
40%
consegui um benefício significativo de carreira com este curso
Resultados de carreira do aprendiz
43%
comecei uma nova carreira após concluir estes cursos
40%
consegui um benefício significativo de carreira com este curso
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. 9 horas para completar
Sugerido: 4 Weeks, 5-7 hours per week
Inglês
Legendas: Inglês, Vietnamita
Programa - O que você aprenderá com este curso
2 horas para concluir
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.
2 horas para concluir
8 vídeos (Total 12 mín.), 8 leituras
8 videos
Meet Craig Wortmann1min
Course 1 Introduction30s
Setting a Sales Goal1min
Salesperson Vs. Advisor2min
Knowledge, Skill, Discipline Framework2min
Barter Exercise54s
Role Play: Barter Exercise2min
8 leituras
Meet The Team10min
How Do I Get The Most Out Of This Course?10min
FAQ10min
The 3 Clear Points of Week 15min
Worksheets and Readings30min
Final Project Prep Assignment: Setting a Sales Goal30min
Final Project Prep Assignment: Knowledge Skill Discipline Framework - Course 130min
Capstone Prep Assignment - Barter Project5min
3 horas para concluir
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.
3 horas para concluir
5 vídeos (Total 9 mín.), 4 leituras, 1 teste
5 videos
Preparation - Targeting2min
Lead Generation2min
Meeting Preparation Checklist53s
Email Introductions2min
4 leituras
The 3 Clear Points of Week 210min
Worksheets and Readings30min
Final Project Prep Assignment: Targeting1h
Capstone Prep Assignment - Barter Project10min
1 exercício prático
Final Project Prep Assignment: Writing an Introductory Email30min
2 horas para concluir
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.
2 horas para concluir
6 vídeos (Total 16 mín.), 4 leituras
6 videos
Working a Room6min
The Sales Trailer1min
The 3rd and 4th Gears59s
Role Play: Working a Room5min
Building an Exit53s
4 leituras
The 3 Clear Points of Week 310min
Readings30min
Final Project Prep Assignment: The Art of the Sales Conversation1h
Capstone Prep Assignment - Barter Project10min
5 horas para concluir
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 horas para concluir
5 vídeos (Total 6 mín.), 3 leituras, 2 testes
5 videos
When it Doesn’t Work (How You Exit a Conversation)1min
When it Works (How You Solidify a Lead)1min
Qualify1min
Course 1 Closing55s
3 leituras
The 3 Clear Points of Week 45min
Readings30min
Capstone Prep Assignment - Barter Project10min
1 exercício prático
Final Project Prep Assignment: The Art of the Sales Conversation2h
Avaliações
Principais avaliações do CUSTOMER SEGMENTATION AND PROSPECTING
por LLJul 19, 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.
por PSJul 7, 2018
The course is create, Craig explains really well each step. But is all about you to do your homework and got to experience... Do all the exercises and you will have the best of the course.
por SJMar 21, 2019
Great information for sales professionals. Some of the things you will learn include sending compelling emails to prospects and how to qualify a lead fast. I highly recommend this class.
por MAOct 29, 2019
Awesome Course, Highly Educative for persons working in sales capacity. I learned much and have managed to apply teaching towards being the best in my market. Thank you Craig and Team
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.
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?
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.
Qual é a política de reembolso?
Existe algum auxílio financeiro disponível?
Mais dúvidas? Visite o Central de Ajuda ao Aprendiz.
