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Professional Selling: Step 3 - Become a High-Performer
  • Level Foundation
  • المدة 9 ساعات hours
  • الطبع بواسطة Kennesaw State University
  • Offered by

عن

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.

الوحدات

Quick Overview

    • 2 Videos
    • 4 Readings
    • 1 Discussion
Show info about module content

1 Discussions

  • Meet and Greet

2 Videos

  • Course Intro
  • Meet Your Instructors - Philosophy of This Specialization

4 Readings

  • About the Assignments
  • About Peer Reviews
  • Discussion Forum Guidelines
  • Get help and meet other learners in this course. Join your discussion forums!

Sales Call Preparation

    • 4 Videos
    • 2 Assignment
Show info about module content

2 Assignment

  • Module 1 Practice Quiz
  • Module 1 Summative Quiz

4 Videos

  • The Sales Engagement Begins
  • The Sales Call Plan
  • Opening the Conversation
  • Seek Out Connections

Presenting the Solutions

    • 7 Videos
    • 1 Readings
    • 1 PeerReview
    • 2 Assignment
Show info about module content

2 Assignment

  • Module 2 Practice Quiz
  • Module 2 Summative Quiz

1 Peer Review

  • Creating a Sales Call Plan Assignment

7 Videos

  • Introduction and Overview
  • Stay Focused
  • Build Conviction
  • Quantifying the Solution
  • Cost Benefit Analysis
  • Return on Investment
  • The FABC Process

1 Readings

  • About Peer Reviews

Handling Objections

    • 6 Videos
    • 2 Assignment
Show info about module content

2 Assignment

  • Module 3 Practice Quiz
  • Module 3 Summative Quiz

6 Videos

  • 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

Gaining the Commitment

    • 6 Videos
    • 2 Assignment
Show info about module content

2 Assignment

  • Module 4 Practice Quiz
  • Module 4 Summative Quiz

6 Videos

  • 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

Importance of Follow Up

    • 2 Videos
    • 1 Readings
    • 1 PeerReview
    • 2 Assignment
Show info about module content

2 Assignment

  • Module 5 Practice Quiz
  • Module 5 Summative Quiz

1 Peer Review

  • Turbo-Heat Presentation of Solutions

2 Videos

  • The Art of the Follow-Up: The Benefits
  • The Art of the Follow-Up: The Process

1 Readings

  • About Peer Reviews

Auto Summary

"Professional Selling: Step 3 - Become a High-Performer" is a foundational course in Sales & Marketing offered by Coursera. Led by expert instructors, it demystifies sales call preparation, execution, and follow-up. Over 540 minutes, learners will master essential skills for planning and executing sales calls, managing objections, and building lasting customer relationships. Ideal for aspiring high-performing salespeople, the course is available through Starter and Professional subscriptions.

Scott Inks
Instructors

Scott Inks

Terry Loe
Instructors

Terry Loe