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 forma parte de Programa Especializado - The Art of Sales: Mastering the Selling Process
ofrecido por
Programa Especializado - The Art of Sales: Mastering the Selling ProcessUniversidad NorthwesternAcerca de este Curso
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Certificado para compartir
Obtén un certificado al finalizar
100 % en línea
Comienza de inmediato y aprende a tu propio ritmo.
Fechas límite flexibles
Restablece las fechas límite en función de tus horarios.
Nivel principiante
Aprox. 8 horas para completar
Inglés (English)
Subtítulos: Inglés (English), Vietnamita
Certificado para compartir
Obtén un certificado al finalizar
100 % en línea
Comienza de inmediato y aprende a tu propio ritmo.
Fechas límite flexibles
Restablece las fechas límite en función de tus horarios.
Nivel principiante
Aprox. 8 horas para completar
Inglés (English)
Subtítulos: Inglés (English), Vietnamita
ofrecido por
Universidad 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.
Programa - Qué aprenderás en este curso
2 horas para completar
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.
2 horas para completar
6 videos (Total 12 minutos), 8 lecturas, 1 cuestionario
6 videos
Meet Craig Wortmann1m
Running High-Impact Meetings5m
Writing a 'Thank You' Note1m
Barter Exercise54s
Role Play: Barter Exercise2m
8 lecturas
Meet The Team10m
How Do I Get The Most Out Of This Course10m
FAQ10m
The 3 Clear Points of Week 110m
Worksheets and Readings10m
Final Project Prep Assignment: Setting a Sales Goal10m
Final Project Prep: Knowledge Skill Discipline Framework - Course 210m
Capstone Prep Assignment - Barter Project10m
1 ejercicio de práctica
Final Project Prep: Writing Thank You Notes30m
1 hora para completar
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.
1 hora para completar
3 videos (Total 6 minutos), 4 lecturas
4 lecturas
The 3 Clear Points of Week 210m
Reading10m
Final Project Prep: Writing Impact Questions10m
Capstone Prep Assignment - Barter Project10m
1 hora para completar
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.
1 hora para completar
4 videos (Total 10 minutos), 4 lecturas, 1 cuestionario
4 videos
Handling Objections5m
Creating an "Objections Matrix" Worksheet37s
Role-Play: Handling Objections3m
4 lecturas
The 3 Clear Points of Week 310m
Worksheet and Reading10m
Final Project Prep: Objections Matrix10m
Capstone Prep Assignment - Barter Project10m
1 ejercicio de práctica
Handling Objections30m
1 hora para completar
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.
1 hora para completar
7 videos (Total 16 minutos), 4 lecturas
7 videos
The Power of Story5m
The Four Types of Stories2m
The Story Matrix1m
Building Out Your Story Matrix1m
What’s Your Story?2m
The Drop Forge Story2m
4 lecturas
The 3 Clear Points of Week 410m
Worksheet and Readings10m
Final Project Prep: Your Story Matrix Worksheet10m
Capstone Prep Assignment - Barter Project10m
Reseñas
Principales reseñas sobre CONNECTING WITH SALES PROSPECTS
por BA3 de sep. de 2019
I have passed some 20 courses here in Coursera and I really enjoyed this course ( My first course in Sales field ). Videos were not long but each one had a great tip to learn. Thanks again
por SG26 de abr. de 2020
Craig wortmann keeps on proving that he's the best sales person i have ever seen. Not to mention his sharp delivery skills .. I just wish i could meet him in real life.
por PL29 de abr. de 2020
At The Story Matrix, that makes the inexperience one harder to get out. But that part could help everyone so much in every edge of life.
por MM14 de oct. de 2020
Excellent course, It really makes you think about the way you've been doing things. This course it's essential for any salesperson!
Acerca de Programa especializado: 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.
Preguntas Frecuentes
¿Cuándo podré acceder a las lecciones y tareas?
El acceso a las clases y las asignaciones depende del tipo de inscripción que tengas. Si tomas un curso en modo de oyente, verás la mayoría de los materiales del curso en forma gratuita. Para acceder a asignaciones calificadas y obtener un certificado, deberás comprar la experiencia de Certificado, ya sea durante o después de participar como oyente. Si no ves la opción de oyente:
- es posible que el curso no ofrezca la opción de participar como oyente. En cambio, puedes intentar con una Prueba gratis o postularte para recibir ayuda económica.
- Es posible que el curso ofrezca la opción 'Curso completo, sin certificado'. Esta opción te permite ver todos los materiales del curso, enviar las evaluaciones requeridas y obtener una calificación final. También significa que no podrás comprar una experiencia de Certificado.
¿Qué recibiré si me suscribo a este Programa especializado?
Cuando te inscribes en un curso, obtienes acceso a todos los cursos que forman parte del Programa especializado y te darán un Certificado cuando completes el trabajo. Se añadirá tu Certificado electrónico a la página Logros. Desde allí, puedes imprimir tu Certificado o añadirlo a tu perfil de LinkedIn. Si solo quieres leer y visualizar el contenido del curso, puedes auditar el curso sin costo.
Is financial aid available?
Sí, Coursera ofrece ayuda económica a los estudiantes que no pueden pagar la tarifa. Solicítala haciendo clic en el enlace de Ayuda económica que está debajo del botón “Inscribirse” a la izquierda. Se te pedirá que completes una solicitud. Recibirás una notificación en caso de que se apruebe. Deberás completar este paso para cada uno de los cursos que forman parte del Programa especializado, incluido el proyecto final. Obtén más información.
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