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 ProcessNorthwestern University
Informações sobre o curso
4.8
53 classificações
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..
Programa - O que você aprenderá com este curso
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 vídeos (Total de 12 min), 8 leituras
8 videos
Meet Craig Wortmann1min
Course 1 Introductionmin
Setting a Sales Goal1min
Salesperson Vs. Advisor2min
Knowledge, Skill, Discipline Framework2min
Barter Exercisemin
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
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 vídeos (Total de 9 min), 4 leituras, 1 teste
5 videos
Preparation - Targeting2min
Lead Generation2min
Meeting Preparation Checklistmin
Email Introductions2min
4 leituras
The 3 Clear Points of Week 210min
Worksheets and Readings30min
Final Project Prep Assignment: Targetingmin
Capstone Prep Assignment - Barter Project10min
1 exercício prático
Final Project Prep Assignment: Writing an Introductory Email30min
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 vídeos (Total de 16 min), 4 leituras
6 videos
Working a Room6min
The Sales Trailer1min
The 3rd and 4th Gearsmin
Role Play: Working a Room5min
Building an Exitmin
4 leituras
The 3 Clear Points of Week 310min
Readings30min
Final Project Prep Assignment: The Art of the Sales Conversationmin
Capstone Prep Assignment - Barter Project10min
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 vídeos (Total de 6 min), 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 Closingmin
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 Conversationmin
4.8
Melhores avaliações
por 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.
por 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.
Instrutores
Craig Wortmann
CEO, Sales Engine Inc; Venture Partner, Pritzker Group Venture Capital; Clinical Professor, Kellogg School of ManagementSobre 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.
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
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?
Mais dúvidas? Visite o Central de Ajuda ao Aprendiz.
O Coursera proporciona acesso universal à melhor educação do mundo fazendo parcerias com as melhores universidades e organizações para oferecer cursos on-line.
© 2018 Coursera Inc. Todos os direitos reservados.
