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.
Этот курс входит в специализацию ''Специализация The Art of Sales: Mastering the Selling Process'
Connecting with Sales Prospects
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Программа курса: что вы изучите
Неделя
1Week 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 видео ((всего 12 мин.)), 8 материалов для самостоятельного изучения, 1 тест
6 видео
Meet Craig Wortmann1мин
Running High-Impact Meetings5мин
Writing a 'Thank You' Note1мин
Barter Exercise54
Role Play: Barter Exercise2мин
8 материала для самостоятельного изучения
Meet The Team10мин
How Do I Get The Most Out Of This Course10мин
FAQ10мин
The 3 Clear Points of Week 110мин
Worksheets and Readings10мин
Final Project Prep Assignment: Setting a Sales Goal10мин
Final Project Prep: Knowledge Skill Discipline Framework - Course 210мин
Capstone Prep Assignment - Barter Project10мин
1 практическое упражнение
Final Project Prep: Writing Thank You Notes2мин
Неделя
2Week 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 видео ((всего 6 мин.)), 4 материалов для самостоятельного изучения
4 материала для самостоятельного изучения
The 3 Clear Points of Week 210мин
Reading10мин
Final Project Prep: Writing Impact Questions10мин
Capstone Prep Assignment - Barter Project10мин
Неделя
3Week 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 видео ((всего 10 мин.)), 4 материалов для самостоятельного изучения, 1 тест
4 видео
Handling Objections5мин
Creating an "Objections Matrix" Worksheet37
Role-Play: Handling Objections3мин
4 материала для самостоятельного изучения
The 3 Clear Points of Week 310мин
Worksheet and Reading10мин
Final Project Prep: Objections Matrix10мин
Capstone Prep Assignment - Barter Project10мин
1 практическое упражнение
Handling Objections2мин
Неделя
4Week 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 видео ((всего 16 мин.)), 4 материалов для самостоятельного изучения
7 видео
The Power of Story5мин
The Four Types of Stories2мин
The Story Matrix1мин
Building Out Your Story Matrix1мин
What’s Your Story?2мин
The Drop Forge Story2мин
4 материала для самостоятельного изучения
The 3 Clear Points of Week 410мин
Worksheet and Readings10мин
Final Project Prep: Your Story Matrix Worksheet10мин
Capstone Prep Assignment - Barter Project10мин
Преподаватель
Craig Wortmann
CEO, Sales Engine Inc; Venture Partner, Pritzker Group Venture Capital; Clinical Professor, Kellogg School of ManagementО Северо-Западный университет
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.
О специализации ''The Art of Sales: Mastering the Selling Process'
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.
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