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.
This course is part of the The Art of Sales: Mastering the Selling Process Specialization
Sales Pitch and Closing
Offered By
About this Course
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Learner Career Outcomes
50%
got a tangible career benefit from this course
Syllabus - What you will learn from this course
Week
15 hours to complete
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 (Total 11 min), 9 readings
8 videos
Meet Craig Wortmann1m
Presenting with Panache: Preparation1m
Presenting with Panache: Presentation1m
Presenting with Panache: Process1m
Presenting with Panache: Presence2m
Barter Exercise54s
Role Play: Barter Exercise2m
9 readings
Meet The Team10m
How Do I Get The Most Out Of This Course?10m
FAQ10m
The 3 Clear Points of Week 110m
Worksheet and Reading1h
Final Project Prep Assignment: Setting a Sales Goal15m
Final Project Prep: Knowledge Skill Discipline Framework30m
Final Project Prep Assignment: Presenting with Panache2h 30m
Capstone Prep Assignment - Barter Project10m
Week
22 hours to complete
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 (Total 3 min), 2 readings, 1 quiz
2 readings
The 3 Clear Points of Week 210m
Capstone Prep Assignment - Barter Project10m
1 practice exercise
Final Project Prep: Will You Marry Me?2h
Week
37 hours to complete
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 (Total 8 min), 4 readings, 3 quizzes
6 videos
The Win/Loss Debrief2m
Brand You2m
Going Above and Beyond1m
Course 3 Closing47s
Barter Update28s
4 readings
The 3 Clear Points of Week 310m
Worksheet and Readings10m
Final Project Prep Assignment: Win/Loss Debrief2h
Capstone Prep Assignment - Barter Project10m
2 practice exercises
Final Project Prep: Win/Loss Debrief1h
Final Project Prep: Falling in Love With Brand You1h
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10 ReviewsTop reviews from Sales Pitch and Closing
Great course and highly recommend to complete the whole specialization
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.
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