Professional Selling: Step 3 - Become a High-Performer
- Offered byCoursera
Professional Selling: Step 3 - Become a High-Performer at Coursera Overview
Duration | 8 hours |
Total fee | Free |
Mode of learning | Online |
Official Website | Explore Free Course  |
Credential | Certificate |
Professional Selling: Step 3 - Become a High-Performer at Coursera Highlights
- Shareable Certificate
Flexible deadlines
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Professional Selling: Step 3 - Become a High-Performer at Coursera Course details
- Foundational Skills and Knowledge Required of High Performing Salespeople
- This course takes the mystery out of sales call preparation, execution, and follow up
- 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 Three will gain skills in planning a sales call from beginning to end while also seeking out opportunities to connect with the prospect
- Important to successfully engaging with the prospect is being able to present and quantify the product as a solution to the prospect's problems
- Successful salespeople need to be able to manage objections, build trust, and gain commitment as well as follow up with their prospect and turn them into a buyer
Professional Selling: Step 3 - Become a High-Performer at Coursera Curriculum
Sales Call Preparation
Course Intro
Meet Your Instructors - Philosophy of This Specialization
The Sales Engagement Begins
The Sales Call Plan
Opening the Conversation
Seek Out Connections
About the Assignments
About Peer Reviews
Discussion Forum Guidelines
Module 1 Practice Quiz
Module 1 Summative Quiz
Presenting the Solutions
Introduction and Overview
Stay Focused
Build Conviction
Quantifying the Solution
Cost Benefit Analysis
Return on Investment
The FABC Process
About Peer Reviews
Module 2 Practice Quiz
Module 2 Summative Quiz
Handling Objections
ABC's of Handling Objections
Importance of Role Playing
Preparing for Customer Concerns
Building Trust at Every Step of the Process
Understanding the Four-Step Process
Tracking the Conversion Ratio
Module 3 Practice Quiz
Module 3 Summative Quiz
Gaining the Commitment
Introduction
Proven Methods of Gaining Commitment
What to Do After the First No
What to Do After the Sale is Made
Sales Negotiation Preparation
Principles and Guidelines
Module 4 Practice Quiz
Module 4 Summative Quiz
Importance of Follow Up
The Art of the Follow-Up: The Benefits
The Art of the Follow-Up: The Process
About Peer Reviews
Module 5 Practice Quiz
Module 5 Summative Quiz
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