About this course: In Course 3 of the Art of Sales Specialization, you will learn how to give great presentations with dashing style and self-confidence. You will also learn how to ask the looming closing question. Finally, you will learn how to develop your brand and go above and beyond for your clients.
Who is this class for: 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. This specialization is intended for individuals looking to become as efficient and effective in selling as possible. No pre-requisite knowledge is required. However, if you do have some familiarity with sales, you can skip through any content that you might already know and proceed to the graded assessments. We highly suggest you take the courses in order, as the assessments build over the Specialization.
Created by: Northwestern University
Taught by: Craig Wortmann, CEO, Sales Engine Inc; Venture Partner, Pritzker Group Venture Capital; Clinical Professor, Kellogg School of Management
| Basic Info | Course 3 of 4 in the The Art of Sales: Mastering the Selling Process Specialization |
| Level | Beginner |
| Commitment | 3 Weeks, 5-7 hours per week |
| Language | English |
| How To Pass | Pass all graded assignments to complete the course. |
| User Ratings |
Syllabus
WEEK 1
Week 1: Presenting with Panache
In Week 1 we will look at what makes a presentation magnetic. Many of us find ourselves giving presentations in various forms and speaking to groups. The frequency of presenting increases as we move through our career. We will look more broadly at what makes up a successful presentation, and the key elements that set it apart from an average presentation.
8 videos, 9 readings
- Video: Meet Craig Wortmann
- Leitura: Meet The Team
- Leitura: How Do I Get The Most Out Of This Course?
- Leitura: FAQ
- Leitura: The 3 Clear Points of Week 1
- Video: Presenting with Panache: Preparation
- Video: Presenting with Panache: Presentation
- Video: Presenting with Panache: Process
- Video: Presenting with Panache: Presence
- Leitura: Worksheet and Reading
- Leitura: Final Project Prep Assignment: Setting a Sales Goal
- Leitura: Final Project Prep: Knowledge Skill Discipline Framework
- Leitura: Final Project Prep Assignment: Presenting with Panache
- Leitura: Capstone Prep Assignment - Barter Project
- Video: Barter Exercise
- Video: Role Play: Barter Exercise
WEEK 2
Week 2: Will You Marry Me?
Closing a deal is not as scary as many people make it out to be. How do you do close without feeling awkward or coming across as manipulative? We will challenge the notion that closing is a technique that salespeople have to learn.
2 videos, 2 readings
- Leitura: The 3 Clear Points of Week 2
- Video: Will You Marry Me?
- Prompt de discussão: Will You Marry Me?
- Leitura: Capstone Prep Assignment - Barter Project
Graded: Final Project Prep: Will You Marry Me?
WEEK 3
Week 3: Falling in Love with Brand You
As salespeople, we must care as much about post-sale discipline and skill as we do the sale itself. This requires entirely new skills and disciplines. So once you’ve won the customer, how do you get them to fall in love?
6 videos, 4 readings
- Leitura: The 3 Clear Points of Week 3
- Video: The Win/Loss Debrief
- Video: Brand You
- Video: Going Above and Beyond
- Video: Course 3 Closing
- Leitura: Worksheet and Readings
- Leitura: Final Project Prep Assignment: Win/Loss Debrief
- Prompt de discussão: Win/Loss Debrief
- Leitura: Capstone Prep Assignment - Barter Project
- Video: Barter Update
Graded: Final Project Prep: Win/Loss Debrief
Graded: Final Project Prep: Falling in Love With Brand You
Graded: Let's Fall In Love Final Project
FAQs
How It Works
Trabalho
Cada curso é como um livro didático interativo, com vídeos pré-gravados, testes e projetos.
Ajuda dos seus colegas
Conecte-se com milhares de outros aprendizes, debata ideias, discuta sobre os materiais do curso e obtenha ajuda para dominar conceitos.
Certificados
Obtenha reconhecimento oficial pelo seu trabalho e compartilhe seu sucesso com amigos, colegas e empregadores.
Creators
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.
Pricing
| Purchase Course | |
|---|---|
| Access to course materials | Available |
| Access to graded materials | Available |
| Receive a final grade | Available |
| Earn a shareable Course Certificate | Available |
Ratings and Reviews
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