This course is part of the The Art of Sales: Mastering the Selling Process Specialization

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1,070 ratings

Craig Wortmann

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The Art of Sales: Mastering the Selling Process SpecializationNorthwestern University

About this Course

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In Course 1, we set the foundation for the Art of Sales Specialization and offer a new mindset for becoming a high-performer in sales. We will discuss the Knowledge, Skill and Discipline that you need to stand out in your industry, and create a goal for you to reach by the end of the specialization. Finally, you will learn how to talk about yourself and your business. You will build your personal Sales Trailer and learn how to get into and out of sales conversations quickly and effectively.
About the Specialization: 
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. The ability to sell is a necessity in this world. Whether it’s standing out in a crowd, selling yourself to a new employer, or winning new customers; selling is something we do every day, and we should be great at it! This Specialization is designed as an adventure of discovery. You will be tested, taught and transformed through a series of lectures, discussions and exercises that are designed to push you up and out of your comfort zone. You will learn how to target and acquire customers and get them to fall in love..

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Earn a Certificate upon completion

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Course 1 of 4 in the

The Art of Sales: Mastering the Selling Process Specialization

Beginner Level

Approx. 12 hours to complete

English

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Flexible deadlines

Reset deadlines in accordance to your schedule.

Shareable Certificate

Earn a Certificate upon completion

100% online

Start instantly and learn at your own schedule.

Course 1 of 4 in the

The Art of Sales: Mastering the Selling Process Specialization

Beginner Level

Approx. 12 hours to complete

English

Could your company benefit from training employees on in-demand skills?

Try Coursera for Business

Instructor

Instructor rating

4.83/5 (258 Ratings)

Craig Wortmann

CEO, Sales Engine Inc; Venture Partner, Pritzker Group Venture Capital; Clinical Professor, Kellogg School of Management

107,310 Learners

6 Courses

Offered by

Northwestern University

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Syllabus - What you will learn from this course

Content Rating97%(6,891 ratings)

Week1

Week 1

3 hours to complete

Week 1: It All Starts With a Goal

3 hours to complete

8 videos (Total 12 min), 8 readings

8 videos

The Art of Sales: Specialization Introduction1mMeet Craig Wortmann1mCourse 1 Introduction30sSetting a Sales Goal1mSalesperson Vs. Advisor2mKnowledge, Skill, Discipline Framework2mBarter Exercise54sRole Play: Barter Exercise2m

8 readings

Meet The Team10mHow Do I Get The Most Out Of This Course?10mFAQ10mThe 3 Clear Points of Week 15mWorksheets and Readings30mFinal Project Prep Assignment: Setting a Sales Goal30mFinal Project Prep Assignment: Knowledge Skill Discipline Framework - Course 130mCapstone Prep Assignment - Barter Project5m

Week2

Week 2

3 hours to complete

Week 2: Selling is a Contact Sport

3 hours to complete

5 videos (Total 9 min), 4 readings, 1 quiz

Week3

Week 3

2 hours to complete

Week 3: Selling Happens in a Conversation

Week 3 will equip you with a framework for a sales conversation that you can use in social situations and many other settings. This part of the sales process is where you are trying to generate leads and determine which prospects are potential customers and which are dead-ends. We will explore how to “on-ramp” a prospect into the right kind of conversation such that you can quickly determine whether this person has potential.

2 hours to complete

6 videos (Total 16 min), 4 readings

Week4

Week 4

5 hours to complete

Week 4: Qualify, Hard and Early

5 hours to complete

5 videos (Total 6 min), 3 readings, 2 quizzes

Reviews

4.7

306 reviews

5 stars
80.22%
4 stars
16.69%
3 stars
1.49%
2 stars
0.83%
1 star
0.74%

TOP REVIEWS FROM CUSTOMER SEGMENTATION AND PROSPECTING

by YBOct 18, 2020

Clear, straight to the point content from someone who is obviously really good and passionate about sales. This was my first course, and it set a high standard.

by WMJul 22, 2020

The content is way better than I expected. Craig presents material in bite size chunks - the videos are crisp and to the point. I wish a had a professor like Craig in grad school.

by MVDec 3, 2018

Good practical course. Clear structure and build-up. Personnaly I miss some depth in the explanations why things work or not. But that is also personal. In general great course.

by BPOct 31, 2022

I found this to be very helpful. The examples of the small things that makes a big difference were invaluable. I have already made changes to my sales style based on the learning done here.

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.

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:
The course may not offer an audit option. You can try a Free Trial instead, or apply for Financial Aid.
The course may offer 'Full Course, No Certificate' instead. This option lets you see all course materials, submit required assessments, and get a final grade. This also means that you will not be able to purchase a Certificate experience.
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?
Yes. In select learning programs, you can apply for financial aid or a scholarship if you can’t afford the enrollment fee. If fin aid or scholarship is available for your learning program selection, you’ll find a link to apply on the description page.

More questions? Visit the Learner Help Center.

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