Sales Strategies: Mastering the Selling Process

Product type

Sales Strategies: Mastering the Selling Process

Coursera (CC)
Logo Coursera (CC)
Provider rating: starstarstarstar_halfstar_border 7.2 Coursera (CC) has an average rating of 7.2 (out of 6 reviews)

Need more information? Get more details on the site of the provider.

Description

When you enroll for courses through Coursera you get to choose for a paid plan or for a free plan

  • Free plan: No certicification and/or audit only. You will have access to all course materials except graded items.
  • Paid plan: Commit to earning a Certificate—it's a trusted, shareable way to showcase your new skills.

About this course: Selling is a life skill. As people, we interact with other people every day in many different types of situations. And if you stop and think about those various situations, many of them are sales situations. You might be interviewing for a job, or meeting a new potential customer, or trying to convince someone that your idea is the right one. These are sales situations, and in this course you will learn how high-performing salespeople use critical skills and disciplines to create success each and every time they interact with another person. You will learn how to acquire and delight customers, use selling skills in different contexts, tell powerful stories, manage the…

Read the complete description

Frequently asked questions

There are no frequently asked questions yet. If you have any more questions or need help, contact our customer service.

When you enroll for courses through Coursera you get to choose for a paid plan or for a free plan

  • Free plan: No certicification and/or audit only. You will have access to all course materials except graded items.
  • Paid plan: Commit to earning a Certificate—it's a trusted, shareable way to showcase your new skills.

About this course: Selling is a life skill. As people, we interact with other people every day in many different types of situations. And if you stop and think about those various situations, many of them are sales situations. You might be interviewing for a job, or meeting a new potential customer, or trying to convince someone that your idea is the right one. These are sales situations, and in this course you will learn how high-performing salespeople use critical skills and disciplines to create success each and every time they interact with another person. You will learn how to acquire and delight customers, use selling skills in different contexts, tell powerful stories, manage the entrepreneurial selling process, and use the key tools required for success in building your company, your career and your life. This course is designed as an adventure of discovery. You will be tested, taught and transformed through a series of lectures, readings and real-world exercises that are designed to push you up and out of your comfort zone. We will explore both Business to Business (B2B) and Business to Consumer (B2C) selling and entrepreneurship issues and concepts. You will explore frameworks that define and clarify the knowledge, skill and discipline to be successful in selling. Your assignments will include a barter exercise, quizzes, and the creation of Craig Wortmann's practical and robust Sales Toolkit that consists of these ten tools: 1) A filtered target list 2) Your Sales Trailer℠ 3) The Art of the Sales Conversation 4) A prospecting script 5) An introductory email 6) A Qualification Questions Checklist 7) A list of Impact Questions 8) An Objections and Responses Checklist 9) A Proposal 10) Your Story Matrix℠ My goal with this course is that no matter what your current level of ability, we help you build your Sales Toolkit and master the selling skills and disciplines that will change your life!

Who is this class for: This course is for three main audiences: Sales people. This course will serve to build and fine-tune your selling skills and disciplines. The lectures, the exercises, and the tools we create will help you re-assess your approach to customers and will make you more efficient and effective in each and every "touch" in the sales process. Entrepreneurs. As they try to grow their businesses, entrepreneurs face an immediate challenge: how do I acquire and retain more and more customers such that my business has consistent and steady growth? This course is designed to expand and deepen entrepreneur's understanding of the sales process and the unique skills and disciplines they must master in order to be successful. Career changers. Most of us switch roles and careers a handful of times throughout our lives. These transition periods can be stressful, because looking for a new job or changing careers is just another form of selling: you are selling yourself! This course will help career changers gain a new perspective on the selling challenge and equip them with the key tools they need to write their next chapter.

Created by:  The University of Chicago
  • Taught by:  Craig Wortmann, Clinical Professor of Entrepreneurship

    University of Chicago's Booth School of Business
Level Beginner Commitment 5 weeks of study, with 3-5 hours a week. Language English How To Pass Pass all graded assignments to complete the course. User Ratings 4.7 stars Average User Rating 4.7See what learners said Coursework

Each course is like an interactive textbook, featuring pre-recorded videos, quizzes and projects.

Help from your peers

Connect with thousands of other learners and debate ideas, discuss course material, and get help mastering concepts.

Certificates

Earn official recognition for your work, and share your success with friends, colleagues, and employers.

The University of Chicago One of the world's premier academic and research institutions, the University of Chicago has driven new ways of thinking since our 1890 founding. Today, UChicago is an intellectual destination that draws inspired scholars to our Hyde Park and international campuses, keeping UChicago at the nexus of ideas that challenge and change the world.

Syllabus


WEEK 1


Week 1: Get Ready!



Hello there! Welcome to Sales Strategies: Mastering the Selling Process! In Module One, you will learn how this course will help you develop the knowledge, skill, discipline of a High Performing salesperson! After completing this module, you will be able to: 1) List the benefits of attending of engaging in this course. 2) Understand the expectation for the next four weeks of this course; 3) Decide how you will take this course.


3 videos, 2 readings expand


  1. Video: Welcome Video
  2. Video: Meet Craig Wortmann
  3. Discussion Prompt: Welcome - Why are you here?
  4. Reading: How do I use this course?
  5. Reading: To Sell is Human
  6. Discussion Prompt: Selling Situations.
  7. Video: What's a Sales Toolkit?


WEEK 2


The Entrepreneurial Selling Process



What does it mean to "Sell Like an Entrepreneur?" What is the "Entrepreneurial Selling Process" and how do entrepreneurs differ from professional salespeople? In this module, we will answer these questions and more, and we will start working through the "preparation" phase of the sales process. And, you will start to practice selling!


9 videos, 4 readings, 1 practice quiz expand


  1. Video: The “Entrepreneurial Selling” process
  2. Reading: “Entrepreneurial Selling”
  3. Practice Quiz: Entrepreneurial Selling Knowledge Check
  4. Video: “Salespeople” vs. “Entrepreneurs.” Who wins?
  5. Video: Entrepreneurial Selling Vs. Professional Selling
  6. Reading: Portrait of the CEO as Salesman
  7. Video: Sales vs. Marketing
  8. Video: How to target and filter your business’ first customers so you’re not targeting the entire human race
  9. Video: How to target and filter your next great job!
  10. Video: Filtered Target List Assignment
  11. Video: Lead generation. Let’s generate some leads!
  12. Video: Barter A Pen Assignment
  13. Reading: Three Lessons I Learned From Bartering a Crappy Pen
  14. Reading: Start Your Pen Bartering Exercise
  15. Discussion Prompt: Bartering a Pen Questions!
  16. Discussion Prompt: Bartering a Pen Stories

Graded: Sales Toolkit - Tool #1: Filtered Target List

WEEK 3


Selling Happens in a Conversation



In our Selling Happens in Conversations module, you will continue to build out your own personal Sales Toolkit. You will learn the art and science of conducting effective and efficient sales conversations by designing your own "Sales Trailer" that describes what you do in the clearest possible way. You will construct an Introductory Email and a Prospecting Script that will improve your approach to potential customers.


5 videos, 1 reading expand


  1. Video: Working a room full of strangers is awkward and scary. It shouldn’t be.
  2. Video: Art of the Sales Conversation Model
  3. Reading: How to Reel Them In With a Boffo Opening Line
  4. Video: Designing your "Sales Trailer℠," the movie trailer of your business and the "Art of the Sales Conversation" Assignment
  5. Video: Building a prospecting script that engages people. Prospecting Script Assignment
  6. Peer Review: Sales Toolkit - Tool #4: Prospecting Script
  7. Video: Why bad emails happen to good people. Introductory Email Assignment

Graded: Sales Toolkit - Tool #2: Sales Trailer℠
Graded: Sales Toolkit - Tool #3: Sales Conversation
Graded: Sales Toolkit - Tool #5: Introductory Email

WEEK 4


Qualifying & Handling Objections



In our Qualifying and Handling Objections module, you will continue to build out your own personal Sales Toolkit by building skills and tools around Qualifying and Handling Objections, two critical elements to being a high performing sales person. You will learn how to engage and persuade people by asking Impact Questions, and then you will turn your attention to Proposing and Closing!


12 videos, 2 practice quizzes expand


  1. Video: Congrats…you found a lead. Is it qualified?
  2. Video: Qualifying Questions Checklist Assignment
  3. Peer Review: Sales Toolkit - Tool #6: Qualifying Questions Checklist
  4. Video: Impact Questions Checklist Assignment
  5. Discussion Prompt: When do you hear Impact Questions?
  6. Peer Review: Sales Toolkit - Tool #7: Impact Question List
  7. Practice Quiz: The Art of the Sales Conversation and Qualifying
  8. Video: Know Your Objections
  9. Video: Handling Objections
  10. Video: Handling Objections Model
  11. Video: Objection-Handling Checklist Assignment
  12. Video: Writing Proposals
  13. Video: The Proposal Assignment
  14. Peer Review: Sales Toolkit - Tool #9: Proposal
  15. Video: Closing
  16. Video: Resetting Expectations
  17. Video: Win-Loss Debrief. Making your customers fall in love with your solution.
  18. Practice Quiz: Objection handling and proposing

Graded: Sales Toolkit - Tool #8: Objection-Handling Checklist

WEEK 5


Running High Impact Meetings & Telling Great Stories



In this Module, we will explore how high performers execute great meetings - one of the most frequent things we do in business. We will learn the five critical elements of running high impact meetings, and look at how these elements combine process and persuasion to set us apart. Finally, we will look at the power of story, and how we can capture, distill and tell our stories such that we increase our influence.


6 videos, 1 reading, 1 practice quiz expand


  1. Video: The five elements of Running High-Impact Meetings
  2. Reading: 3 Tips For Productive Meetings
  3. Video: Running High Impact Meetings Model
  4. Video: The Power of Story
  5. Video: Capturing, Distilling, and Telling Stories
  6. Video: Creating Your Story Matrix
  7. Video: Story Matrix Assignment
  8. Practice Quiz: Comprehension check on the “analysis phase” of the Entrepreneurial Selling Process and the power of stories

Graded: Sales Toolkit - Tool #10: Story Matrix
Graded: Barter a Pen Assignment
There are no reviews yet.

Share your review

Do you have experience with this course? Submit your review and help other people make the right choice. As a thank you for your effort we will donate $1.- to Stichting Edukans.

There are no frequently asked questions yet. If you have any more questions or need help, contact our customer service.