Sales Strategies: Mastering the Selling Process course will close for new learner enrollment after January 15th. If you are interested in earning a Course Certificate for this course, please upgrade or apply for Financial Aid by January 14th, if you have not already done so. In order to earn a Course Certificate, you will need to complete all graded assignments, including peer reviews, by June 4, 2018. After that point, no new assignment submissions will be accepted for Certificate credit.
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!
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.
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!
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.
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!
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.