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.
This course is part of the The Art of Sales: Mastering the Selling Process Specialization
Offered By
The Art of Sales: Mastering the Selling Process SpecializationNorthwestern UniversityAbout this Course
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Shareable Certificate
Earn a Certificate upon completion
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Course 2 of 4 in the
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.
Course 2 of 4 in the
Flexible deadlines
Reset deadlines in accordance to your schedule.
Beginner Level
Approx. 8 hours to complete
English
Subtitles: English, Vietnamese
Offered by
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.
Syllabus - What you will learn from this course
2 hours to complete
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 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
1 hour to complete
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 hour to complete
3 videos (Total 6 min), 4 readings
4 readings
The 3 Clear Points of Week 210m
Reading10m
Final Project Prep: Writing Impact Questions10m
Capstone Prep Assignment - Barter Project10m
1 hour to complete
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 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
1 hour to complete
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 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
by BASep 3, 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
by SGApr 26, 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.
by PLApr 29, 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.
by AIOct 14, 2018
This is a great user-friendly course that gives every angle of selling to the public. Very applicable at every level!
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.
Frequently Asked Questions
When will I have access to the lectures and assignments?
Access to lectures and assignments depends on your type of enrollment. If you take a course in audit mode, you will be able to see most course materials for free. To access graded assignments and to earn a Certificate, you will need to purchase the Certificate experience, during or after your audit. If you don't see the audit option:
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What will I get if I subscribe to this Specialization?
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.
Is financial aid available?
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Will I earn university credit for completing the Course?
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