In Course Two of the Art of Sales Specialization, you will learn how to run high-impact meetings that create complete separation between you and everyone else your customer comes into contact with. You will learn the importance of asking better questions and how to anticipate and handle sales objections. Finally, you will learn how to tell powerful stories and to give and receive performance feedback.
このコースはThe Art of Sales: Mastering the Selling Process の専門講座に属します。
Connecting with Sales Prospects
提供：
2,925 登録済み
シラバス - 本コースの学習内容
週
12時間で修了
Week 1: Running High-Impact Meetings
How many meetings do you have every week during your career? Most executives say “20-30.” And how many of them are “high-impact?” Most executives say “5-10%.” We can do better. There are five disciplines you can use to take your meeting – any meeting – to the next level, such that you are the person that people are thinking of at the end of a busy day.
6件のビデオ （合計12分）, 8 readings, 1 quiz
6件のビデオ
Meet Craig Wortmann1 分
Running High-Impact Meetings5 分
Writing a 'Thank You' Note1 分
Barter Exercise54
Role Play: Barter Exercise2 分
8件の学習用教材
Meet The Team10 分
How Do I Get The Most Out Of This Course10 分
FAQ10 分
The 3 Clear Points of Week 110 分
Worksheets and Readings10 分
Final Project Prep Assignment: Setting a Sales Goal10 分
Final Project Prep: Knowledge Skill Discipline Framework - Course 210 分
Capstone Prep Assignment - Barter Project10 分
1の練習問題
Final Project Prep: Writing Thank You Notes2 分
週
21時間で修了
Week 2: Asking Better Questions
We spend most of our professional career (and personal life) in conversation. When we are trying to get to know someone, influence a decision, sell an idea or product, lead people, or simply hang out with friends, there are specific skills and disciplines that we can practice that make us more dynamic conversationalists. Our focus this week is asking better sales questions. High-performing salespeople get better, more actionable information from their customers by asking better questions.
3件のビデオ （合計6分）, 4 readings
4件の学習用教材
The 3 Clear Points of Week 210 分
Reading10 分
Final Project Prep: Writing Impact Questions10 分
Capstone Prep Assignment - Barter Project10 分
週
31時間で修了
Week 3: Handling Objections
This week, we are focusing on sales objections. Objections are natural to the sales process and should be welcomed. They represent a great opportunity for you to create separation between you and competitors. Sales is full of rejection, but high-performers handle objections, hurdles and rejection in ways that will surprise you. We will explore how they do this and what effect it has on customers.
4件のビデオ （合計10分）, 4 readings, 1 quiz
4件のビデオ
Handling Objections5 分
Creating an "Objections Matrix" Worksheet37
Role-Play: Handling Objections3 分
4件の学習用教材
The 3 Clear Points of Week 310 分
Worksheet and Reading10 分
Final Project Prep: Objections Matrix10 分
Capstone Prep Assignment - Barter Project10 分
1の練習問題
Handling Objections2 分
週
41時間で修了
Week 4: The Power of Story
Week 4 looks at one of the most powerful influence tools you have – your ability to tell the right story at the right time for the right reasons. Stories provide two things that facts do not; context and emotion. The ability to contextualize your venture in your selling efforts is critical, and connecting to emotions drives decision-making. We will explore how stories do this and begin to build your tactical Story Matrix℠ to ensure that you have the right stories at your fingertips.
7件のビデオ （合計16分）, 4 readings
7件のビデオ
The Power of Story5 分
The Four Types of Stories2 分
The Story Matrix1 分
Building Out Your Story Matrix1 分
What’s Your Story?2 分
The Drop Forge Story2 分
4件の学習用教材
The 3 Clear Points of Week 410 分
Worksheet and Readings10 分
Final Project Prep: Your Story Matrix Worksheet10 分
Capstone Prep Assignment - Barter Project10 分
4.8
10件のレビュー人気のレビュー
This is a great user-friendly course that gives every angle of selling to the public. Very applicable at every level!
It was one of the best courses that I've enrolled so far. So informative and useful
講師
Craig Wortmann
CEO, Sales Engine Inc; Venture Partner, Pritzker Group Venture Capital; Clinical Professor, Kellogg School of Managementノースウェスタン大学（Northwestern University）について
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.
The Art of Sales: Mastering the Selling Processの専門講座について
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.
よくある質問
いつ講座や課題にアクセスできるようになりますか？
修了証に登録すると、すべてのビデオ、テスト、およびプログラミング課題（該当する場合）にアクセスできます。ピアレビュー課題は、セッションが開始してからのみ、提出およびレビューできます。購入せずにコースを検討することを選択する場合、特定の課題にアクセスすることはできません。
この専門講座をサブスクライブすると何を行うことができるようになりますか？
コースに登録する際、専門講座のすべてのコースにアクセスできます。コースの完了時には修了証を取得できます。電子修了証が成果のページに追加され、そこから修了証を印刷したり、LinkedInのプロフィールに追加したりできます。コースの内容の閲覧のみを希望する場合は、無料でコースを聴講できます。
返金ポリシーについて教えてください。
学資援助はありますか？
さらに質問がある場合は、受講者向けヘルプセンターにアクセスしてください。
コーセラは、世界トップクラスの教育を世界中に配信しています。
最高峰の大学や組織とのパートナーシップに基づくオンラインコースが提供されています。
© 2019 Coursera (株)すべての権利予約します。
