About this course: 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.
Who is this class for: 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. This specialization is intended for individuals looking to become as efficient and effective in selling as possible. No pre-requisite knowledge is required. However, if you do have some familiarity with sales, you can skip through any content that you might already know and proceed to the graded assessments. We highly suggest you take the courses in order, as the assessments build over the Specialization.
Created by: Northwestern University
Taught by: Craig Wortmann, CEO, Sales Engine Inc; Venture Partner, Pritzker Group Venture Capital; Clinical Professor, Kellogg School of Management
| Basic Info | Course 2 of 4 in the The Art of Sales: Mastering the Selling Process Specialization |
| Level | Beginner |
| Commitment | 5 Weeks, 5-7 hours per week |
| Language | English |
| How To Pass | Pass all graded assignments to complete the course. |
| User Ratings |
Syllabus
WEEK 1
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.
6 videos, 8 readings
- Video: Meet Craig Wortmann
- Reading: Meet The Team
- Reading: How Do I Get The Most Out Of This Course
- Reading: FAQ
- Reading: The 3 Clear Points of Week 1
- Video: Running High-Impact Meetings
- Video: Writing a 'Thank You' Note
- Reading: Worksheets and Readings
- Reading: Final Project Prep Assignment: Setting a Sales Goal
- Discussion Prompt: Sales Goal and Introduction
- Reading: Final Project Prep: Knowledge Skill Discipline Framework - Course 2
- Reading: Capstone Prep Assignment - Barter Project
- Video: Barter Exercise
- Video: Role Play: Barter Exercise
Graded: Final Project Prep: Writing Thank You Notes
WEEK 2
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.
3 videos, 4 readings
- Reading: The 3 Clear Points of Week 2
- Video: Impact Questions
- Video: When To Ask Impact Questions
- Reading: Reading
- Reading: Final Project Prep: Writing Impact Questions
- Reading: Capstone Prep Assignment - Barter Project
WEEK 3
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.
4 videos, 4 readings
- Reading: The 3 Clear Points of Week 3
- Video: Handling Objections
- Video: Creating an "Objections Matrix" Worksheet
- Video: Role-Play: Handling Objections
- Reading: Worksheet and Reading
- Reading: Final Project Prep: Objections Matrix
- Discussion Prompt: Handling Objections Debrief
- Reading: Capstone Prep Assignment - Barter Project
Graded: Handling Objections
WEEK 4
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.
7 videos, 4 readings
- Reading: The 3 Clear Points of Week 4
- Video: The Power of Story
- Video: The Four Types of Stories
- Video: The Story Matrix
- Video: Building Out Your Story Matrix
- Video: What’s Your Story?
- Video: The Drop Forge Story
- Reading: Worksheet and Readings
- Reading: Final Project Prep: Your Story Matrix Worksheet
- Discussion Prompt: Story Matrix Stories
- Reading: Capstone Prep Assignment - Barter Project
WEEK 5
Week 5: Team Selling for Impact
Team selling is more complex than individual selling, and because there are more smart people in the room, more bad habits emerge. In Week 5 we will explore how to handle team situations, and how to ‘stay in your lane.’
7 videos, 3 readings
- Reading: The 3 Clear Points of Week 5
- Video: Team Selling for Impact
- Video: The Rules of Engagement
- Video: The Power of Feedback
- Video: Role Play: The Power of Feedback
- Video: Course 2 Closing
- Reading: Worksheets and Reading
- Discussion Prompt: Successes and Challenges
- Reading: Capstone Prep Assignment - Barter Project
- Video: Barter Update
Graded: Delivering Feedback
Graded: Now Make Contact! Final Project
FAQs
How It Works
Coursework
Each course is like an interactive textbook, featuring pre-recorded videos, quizzes and projects.
Help from Your Peers
Connect with thousands of other learners and debate ideas, discuss course material, and get help mastering concepts.
Certificates
Earn official recognition for your work, and share your success with friends, colleagues, and employers.
Creators
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.
Pricing
| Purchase Course | |
|---|---|
| Access to course materials | Available |
| Access to graded materials | Available |
| Receive a final grade | Available |
| Earn a shareable Course Certificate | Available |
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