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
Connecting with Sales Prospects
Offered By
Syllabus - What you will learn from this course
Week
12 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.
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
21 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.
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
Week
31 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.
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
41 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.
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
9 ReviewsTop Reviews
By AI•Oct 15th 2018
This is a great user-friendly course that gives every angle of selling to the public. Very applicable at every level!
By SH•Jan 13th 2019
It was one of the best courses that I've enrolled so far. So informative and useful
Instructor
Craig Wortmann
CEO, Sales Engine Inc; Venture Partner, Pritzker Group Venture Capital; Clinical Professor, Kellogg School of ManagementAbout 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.
Frequently Asked Questions
When will I have access to the lectures and assignments?
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.
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.
What is the refund policy?
Is financial aid available?
More questions? Visit the Learner Help Center.
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