The Art of Sales: Mastering the Selling Process

Offered By: Northwestern University via Coursera

Course Description

Overview

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.

Syllabus

Course 1: Customer Segmentation and Prospecting
- Offered by Northwestern University. In Course 1, we set the foundation for the Art of Sales Specialization and offer a new mindset for ... Enroll for free.

Course 2: Connecting with Sales Prospects
- Offered by Northwestern University. In Course Two of the Art of Sales Specialization, you will learn how to run high-impact meetings that ... Enroll for free.

Course 3: Sales Pitch and Closing
- Offered by Northwestern University. In Course 3 of the Art of Sales Specialization, you will learn how to give great presentations with ... Enroll for free.

Course 4: Building a Toolkit for Your Sales Process
- Offered by Northwestern University. In Course 4, we are quite literally “putting it all together”. We will review the insights we gained ... Enroll for free.

Courses

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4 weeks
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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..
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5 weeks
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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.
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3 weeks
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In Course 3 of the Art of Sales Specialization, you will learn how to give great presentations with dashing style and self-confidence. You will also learn how to ask the looming closing question. Finally, you will learn how to develop your brand and go above and beyond for your clients.
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4 weeks
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In Course 4, we are quite literally “putting it all together”. We will review the insights we gained from our barter experiment and use the tools we created each week to curate your Sales Toolkit.

Taught by

Craig Wortmann