About this Course
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100% online

Start instantly and learn at your own schedule.

Flexible deadlines

Reset deadlines in accordance to your schedule.

Beginner Level

Approx. 9 hours to complete

Suggested: 5 Weeks, 5-7 hours per week...

English

Subtitles: English, Vietnamese
User
Learners taking this Course are
  • Business Developers
  • Sales Associates
  • Marketing Specialists
  • Entrepreneurs
  • Managing Directors
User
Learners taking this Course are
  • Business Developers
  • Sales Associates
  • Marketing Specialists
  • Entrepreneurs
  • Managing Directors

100% online

Start instantly and learn at your own schedule.

Flexible deadlines

Reset deadlines in accordance to your schedule.

Beginner Level

Approx. 9 hours to complete

Suggested: 5 Weeks, 5-7 hours per week...

English

Subtitles: English, Vietnamese

Syllabus - What you will learn from this course

Week
1
2 hours to complete

Week 1: Running High-Impact Meetings

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 Notes2m
Week
2
1 hour to complete

Week 2: Asking Better Questions

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
1 hour to complete

Week 3: Handling Objections

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 Objections2m
Week
4
1 hour to complete

Week 4: The Power of Story

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
4.8
13 ReviewsChevron Right

Top reviews from Connecting with Sales Prospects

By BASep 4th 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 AIOct 15th 2018

This is a great user-friendly course that gives every angle of selling to the public. Very applicable at every level!

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.