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Selling with Confidence

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Selling with Confidence

This course is part of Develop with Dell: IT Sales Specialization

Instructor: Develop with Dell

2,119 already enrolled

Included with

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3 modules

Gain insight into a topic and learn the fundamentals.

21 reviews

Beginner level

Recommended experience

5 hours to complete

Flexible schedule

Learn at your own pace

3 modules

Gain insight into a topic and learn the fundamentals.

21 reviews

Beginner level

Recommended experience

5 hours to complete

Flexible schedule

Learn at your own pace

What you'll learn

Evaluate the relationship between value propositions and buyer motivations.
Build and deliver a value proposition as a way to secure customer commitment.

Skills you'll gain

Details to know

Shareable certificate

Add to your LinkedIn profile

Assessments

5 assignments

Taught in English

91% of learners achieved a positive career outcome

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Build your subject-matter expertise

This course is part of the Develop with Dell: IT Sales Specialization

When you enroll in this course, you'll also be enrolled in this Specialization.

Learn new concepts from industry experts
Gain a foundational understanding of a subject or tool
Develop job-relevant skills with hands-on projects
Earn a shareable career certificate

There are 3 modules in this course

This course is designed to give the learner the confidence to complete the sale by providing business value, while teaching the ins and outs of overcoming objections and going for the close. This course is primarily aimed at people who are interested in beginning a career in IT Sales and as such, learners are not required to have prior sales or technical experience. This course is recommended for students looking to begin their career as well as those who are looking for a career change or transition.

After completing this course, you will be able to: -Communicate the ways that a proposed solution will deliver business value -Evaluate the relationship between value propositions and buyer motivations -Identify the four key components of a value proposition. -Identify common types of customer objections. -Use three step approach (acknowledge, understand, respond) to address customer issues. -Build and deliver a value proposition as a way to secure customer commitment. -Identify best practices for keeping control of the call. This is the third course in the Develop with Dell: IT Sales Specialization.

Module details

Welcome! This course will provide you with the confidence to finish the sale. In the next few modules, you will learn about providing business value. We’ll cover the ins and outs of overcoming objections and going for the close. This course focuses heavily on practicing all the skills learned throughout the previous courses.

What's included

4 videos3 readings2 assignments1 discussion prompt

4 videosTotal 13 minutes

Welcome to Selling With Confidence1 minute
Showing the Value Introduction1 minute
Value Propositions5 minutes
Selling Business Value7 minutes

3 readingsTotal 20 minutes

Course Syllabus: Selling with Confidence5 minutes
Value Proposition Examples10 minutes
Three Keys of Value-Based Selling5 minutes

2 assignmentsTotal 60 minutes

Building a Business Value Pitch30 minutes
Understanding Business Value30 minutes

1 discussion promptTotal 10 minutes

Value Propositions10 minutes

While everyone wants their customer interactions to go smoothly, you will inevitably run into some sort of conflict as a seller. This week’s lessons are designed to give you strategies for dealing with difficult customer interactions. We’ll cover ways to address general customer dissatisfaction, along with handling objections during the sales process.

What's included

3 videos2 readings2 assignments1 discussion prompt

3 videosTotal 16 minutes

Overcoming Objections Introduction1 minute
Handling Customer Dissatisfaction6 minutes
Objection Handling9 minutes

2 readingsTotal 20 minutes

A Guide to Handling Difficult Customers10 minutes
Common Sales Objections10 minutes

2 assignmentsTotal 40 minutes

Dissatisfied Customer Scenario10 minutes
Handling Customers and Objections30 minutes

1 discussion promptTotal 15 minutes

Responding to Objections15 minutes

This week you will learn about closing the deal. You’ll learn about tips for controlling the call and various ways to secure commitments from your customers. You’ll be able to leverage the skills and knowledge you have gained throughout the program to complete the sale.

What's included

4 videos2 readings1 assignment2 discussion prompts

4 videosTotal 23 minutes

Closing the Deal Introduction0 minutes
Keeping Control of the Call10 minutes
Gaining Commitment12 minutes
Course Close1 minute

2 readingsTotal 25 minutes

How to Close a Sale15 minutes
Closing Remarks from the Team10 minutes

1 assignmentTotal 30 minutes

Closing the Deal30 minutes

2 discussion promptsTotal 25 minutes

Controlling a Call10 minutes
Types of Closing Approaches15 minutes

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Instructor

Develop with Dell

Dell

12 Courses8,664 learners

Offered by

Dell

Learner reviews

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Reviewed on Feb 17, 2024

it was worth the time it took. learned a lot and i'm thankful to the mentors and Coursera platform for providing me the opportunity to learn such a valuable skill.

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