About this Course
4.8
73 ratings
20 reviews
100% online

100% online

Start instantly and learn at your own schedule.
Flexible deadlines

Flexible deadlines

Reset deadlines in accordance to your schedule.
Beginner Level

Beginner Level

Hours to complete

Approx. 10 hours to complete

Suggested: 4 Weeks, 5-7 hours per week...
Available languages

English

Subtitles: English...
100% online

100% online

Start instantly and learn at your own schedule.
Flexible deadlines

Flexible deadlines

Reset deadlines in accordance to your schedule.
Beginner Level

Beginner Level

Hours to complete

Approx. 10 hours to complete

Suggested: 4 Weeks, 5-7 hours per week...
Available languages

English

Subtitles: English...

Syllabus - What you will learn from this course

Week
1
Hours to complete
2 hours to complete

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....
Reading
8 videos (Total 12 min), 8 readings
Video8 videos
Meet Craig Wortmann1m
Course 1 Introductionm
Setting a Sales Goal1m
Salesperson Vs. Advisor2m
Knowledge, Skill, Discipline Framework2m
Barter Exercisem
Role Play: Barter Exercise2m
Reading8 readings
Meet The Team10m
How Do I Get The Most Out Of This Course?10m
FAQ10m
The 3 Clear Points of Week 15m
Worksheets and Readings30m
Final Project Prep Assignment: Setting a Sales Goal30m
Final Project Prep Assignment: Knowledge Skill Discipline Framework - Course 130m
Capstone Prep Assignment - Barter Project5m
Week
2
Hours to complete
3 hours to complete

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. ...
Reading
5 videos (Total 9 min), 4 readings, 1 quiz
Video5 videos
Preparation - Targeting2m
Lead Generation2m
Meeting Preparation Checklistm
Email Introductions2m
Reading4 readings
The 3 Clear Points of Week 210m
Worksheets and Readings30m
Final Project Prep Assignment: Targetingm
Capstone Prep Assignment - Barter Project10m
Quiz1 practice exercise
Final Project Prep Assignment: Writing an Introductory Email30m
Week
3
Hours to complete
2 hours to complete

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. ...
Reading
6 videos (Total 16 min), 4 readings
Video6 videos
Working a Room6m
The Sales Trailer1m
The 3rd and 4th Gearsm
Role Play: Working a Room5m
Building an Exitm
Reading4 readings
The 3 Clear Points of Week 310m
Readings30m
Final Project Prep Assignment: The Art of the Sales Conversationm
Capstone Prep Assignment - Barter Project10m
Week
4
Hours to complete
5 hours to complete

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....
Reading
5 videos (Total 6 min), 3 readings, 2 quizzes
Video5 videos
When it Doesn’t Work (How You Exit a Conversation)1m
When it Works (How You Solidify a Lead)1m
Qualify1m
Course 1 Closingm
Reading3 readings
The 3 Clear Points of Week 45m
Readings30m
Capstone Prep Assignment - Barter Project10m
Quiz1 practice exercise
Final Project Prep Assignment: The Art of the Sales Conversationm
4.8
20 ReviewsChevron Right

Top Reviews

By LLJul 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.

By MAJun 25th 2018

Very helpful, teaches you something that is essential for everyone of us and unfortunately rarely who teaches it as a school subject.

Instructor

Avatar

Craig Wortmann

CEO, Sales Engine Inc; Venture Partner, Pritzker Group Venture Capital; Clinical Professor, Kellogg School of Management

About 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. ...

About the The Art of Sales: Mastering the Selling Process Specialization

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....
The Art of Sales: Mastering the Selling Process

Frequently Asked Questions

  • 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.

  • 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.

More questions? Visit the Learner Help Center.