About this Course

27,713 recent views
Shareable Certificate
Earn a Certificate upon completion
100% online
Start instantly and learn at your own schedule.
Flexible deadlines
Reset deadlines in accordance to your schedule.
Beginner Level
Approx. 8 hours to complete
English
Subtitles: English, Vietnamese
Shareable Certificate
Earn a Certificate upon completion
100% online
Start instantly and learn at your own schedule.
Flexible deadlines
Reset deadlines in accordance to your schedule.
Beginner Level
Approx. 8 hours to complete
English
Subtitles: English, Vietnamese

Offered by

Placeholder

Northwestern University

Syllabus - What you will learn from this course

Week
1

Week 1

2 hours to complete

Week 1: Running High-Impact Meetings

2 hours to complete
6 videos (Total 12 min), 8 readings, 1 quiz
6 videos
Meet Craig Wortmann1m
Running High-Impact Meetings5m
Writing a 'Thank You' Note1m
Barter Exercise54s
Role Play: Barter Exercise2m
8 readings
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 practice exercise
Final Project Prep: Writing Thank You Notes30m
Week
2

Week 2

1 hour to complete

Week 2: Asking Better Questions

1 hour to complete
3 videos (Total 6 min), 4 readings
3 videos
Impact Questions4m
When To Ask Impact Questions1m
4 readings
The 3 Clear Points of Week 210m
Reading10m
Final Project Prep: Writing Impact Questions10m
Capstone Prep Assignment - Barter Project10m
Week
3

Week 3

1 hour to complete

Week 3: Handling Objections

1 hour to complete
4 videos (Total 10 min), 4 readings, 1 quiz
4 videos
Handling Objections5m
Creating an "Objections Matrix" Worksheet37s
Role-Play: Handling Objections3m
4 readings
The 3 Clear Points of Week 310m
Worksheet and Reading10m
Final Project Prep: Objections Matrix10m
Capstone Prep Assignment - Barter Project10m
1 practice exercise
Handling Objections30m
Week
4

Week 4

1 hour to complete

Week 4: The Power of Story

1 hour to complete
7 videos (Total 16 min), 4 readings
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 readings
The 3 Clear Points of Week 410m
Worksheet and Readings10m
Final Project Prep: Your Story Matrix Worksheet10m
Capstone Prep Assignment - Barter Project10m

Reviews

TOP REVIEWS FROM CONNECTING WITH SALES PROSPECTS

View all reviews

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

More questions? Visit the Learner Help Center.