Foundational Skills and Knowledge Required of High Performing Salespeople. This course takes the mystery out of sales and the sales process. Learners will gain a clear understanding of the sales process and the fundamental skills required to build lasting, long-term, trusting relationships with customers. Participants in Course One will be provided “The Road Map” to the sales process and learn how the highest performing salespeople think about sales and sales activity. Important to successfully developing strong relationships is understanding how to build trust and how salespeople move customers through their purchasing decisions.
Professional Selling: Step 1 - Think Like a High-Performer
Professional Selling: Step 1 - Think Like a High-Performer
This course is part of Professional Selling: 3 Steps to High-Performance Specialization
Instructors: Scott Inks
3,246 already enrolled
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Gain insight into a topic and learn the fundamentals.
4.8
(26 reviews)
Beginner level
Recommended experience
7 hours to complete
3 weeks at 2 hours a week
Flexible schedule
Learn at your own pace
Skills you'll gain
- Understand how high performing sales people approach sales
- Understand the fundamentals of the sales process
- Understand how customers think and progress through their decision process to make purchasing decisions
- Know how to build and gaine genuine trust of customers that leads to lasting business relationships
- Build enhanced communications skills required in sales interactions
Details to know
Shareable certificate
Add to your LinkedIn profile
Assessments
10 assignments
Taught in English
See how employees at top companies are mastering in-demand skills
Build your subject-matter expertise
This course is part of the Professional Selling: 3 Steps to High-Performance Specialization
When you enroll in this course, you'll also be enrolled in this Specialization.
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There are 5 modules in this course
The Sales Road Map and the Mental Approach to Success: The Sales Road Map provides an overview of each stage of the sales process. Important to navigating the sales road map is knowing how high performing salespeople think about their approach to moving prospects through their purchasing decisions.
What's included
5 videos4 readings2 assignments1 discussion prompt
How sales works. This module provides tips for salespeople just entering sales, the science behind the sales process, and the most effective approaches to learning the process. Participants will also be introduced to how buyers think and how they make purchasing decisions.
What's included
5 videos2 assignments
Building Trusting Relationships: Relationships are built upon trust and this module will teach participants the components of trust and how to become more trustworthy.
What's included
7 videos2 assignments
Building Strong Communication Skills: Module Four will present the basis of effective communication and how to improve verbal and nonverbal communication skills essential to sales success.
What's included
5 videos2 assignments
Understanding the Buyer’s Journey: This module will introduce learners to the buyer’s decision process and the factors buyers consider when making purchasing decisions.
What's included
6 videos1 reading2 assignments1 peer review
Instructors
Instructor ratings
5.0 (10 ratings)Offered by
Recommended if you're interested in Marketing
University of Maryland, College Park
University of Michigan
Fundação Instituto de Administração
IESE Business School
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4.8
26 reviews
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OZ
4
Reviewed on Jun 4, 2023
Good material to focus on a high-performance mindset.
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Access to lectures and assignments depends on your type of enrollment. If you take a course in audit mode, you will be able to see most course materials for free. To access graded assignments and to earn a Certificate, you will need to purchase the Certificate experience, during or after your audit. If you don't see the audit option:
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