In Course 1, we set the foundation for the Art of Sales Specialization and offer a new mindset for becoming a high-performer in sales. We will discuss the Knowledge, Skill and Discipline that you need to stand out in your industry, and create a goal for you to reach by the end of the specialization. Finally, you will learn how to talk about yourself and your business. You will build your personal Sales Trailer and learn how to get into and out of sales conversations quickly and effectively.
This course is part of the The Art of Sales: Mastering the Selling Process Specialization
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The Art of Sales: Mastering the Selling Process SpecializationNorthwestern UniversityAbout this Course
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Course 1 of 4 in the
Beginner Level
Approx. 12 hours to complete
English
Subtitles: Arabic, French, Portuguese (European), Italian, Vietnamese, German, Russian, English, Spanish
Flexible deadlines
Reset deadlines in accordance to your schedule.
Shareable Certificate
Earn a Certificate upon completion
100% online
Start instantly and learn at your own schedule.
Course 1 of 4 in the
Beginner Level
Approx. 12 hours to complete
English
Subtitles: Arabic, French, Portuguese (European), Italian, Vietnamese, German, Russian, English, Spanish
Offered by
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.
Syllabus - What you will learn from this course
3 hours to complete
Week 1: It All Starts With a Goal
Week 1 will cover the purpose of the course and the foundational framework of knowledge, skill and discipline. We will tackle the expectations for the course and what to anticipate over the next several weeks. Finally, we will discuss the flow of the course and the assignments required for success.
3 hours to complete
8 videos (Total 12 min), 8 readings
3 hours to complete
Week 2: Selling is a Contact Sport
Week 2 gets you ready to make contact with the market. What problem are you solving? What is your target market? Who are the customers within that target market and how will you talk to them? We will discuss and determine several ways to narrow your target list and learn how to write the perfect introductory email.
3 hours to complete
5 videos (Total 9 min), 4 readings, 1 quiz
2 hours to complete
Week 3: Selling Happens in a Conversation
Week 3 will equip you with a framework for a sales conversation that you can use in social situations and many other settings. This part of the sales process is where you are trying to generate leads and determine which prospects are potential customers and which are dead-ends. We will explore how to “on-ramp” a prospect into the right kind of conversation such that you can quickly determine whether this person has potential.
2 hours to complete
6 videos (Total 16 min), 4 readings
5 hours to complete
Week 4: Qualify, Hard and Early
In Week 4 we explore the actions to take if the person you are talking to turns out to NOT be a prospect. We will also look at what changes when someone might be a prospect. Finally, we will talk about qualifying which helps quickly determine if someone can and will do business with you.
5 hours to complete
5 videos (Total 6 min), 3 readings, 2 quizzes
Reviews
- 5 stars80.52%
- 4 stars16.66%
- 3 stars1.30%
- 2 stars0.80%
- 1 star0.70%
TOP REVIEWS FROM CUSTOMER SEGMENTATION AND PROSPECTING
by WMJul 22, 2020
The content is way better than I expected. Craig presents material in bite size chunks - the videos are crisp and to the point. I wish a had a professor like Craig in grad school.
by SIApr 25, 2020
Back to basics! mega worthy. Some times we think that we know absolutely every basic thing. But this course proves us wrong. Amazing! Super recommended.
by ADMar 6, 2022
I'm loving these courses. Really helpful info that can be directly applied 'on the ground', and Craig has a great delivery. Recommended.
by MAMay 2, 2021
the course was perfectly organized and helpful , really i enjoyed it but my note is : it just need to include more data and discuss a lot of sales situation , but totally its very good experience
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.
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