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Scott Inks
and
Terry Loe
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.
Register for this course and see more details by visiting:
OpenCourser.com/course/113u2z/professional
What's inside
Syllabus
Sales Call Preparation
Presenting the Solutions
Handling Objections
Read more
Syllabus
Sales Call Preparation
Presenting the Solutions
Handling Objections
Read more
Gaining the Commitment
Importance of Follow Up
Good to know
Good to know
Know what's good ,
what to watch for , and
possible dealbreakers
Explores skills and knowledge core to doing well in sales
Helps learners develop sales call preparation and execution skills
Teaches learners the foundation for building trust and long-term customer relationships
Teaches learners the importance of follow-up
Takes the mystery out of the sales process
Taught by instructors with experience in sales
Save this course
Save Professional Selling: Step 3 - Become a High-Performer to your list so you can find it easily later:
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Activities
Be better prepared
before
your course. Deepen your understanding
during
and
after
it. Supplement your coursework and achieve mastery of the topics covered
in Professional Selling: Step 3 - Become a High-Performer with these
activities:
Review 'High-Performance Sales Techniques' by Scott Inks
Show steps
Familiarize yourself with fundamental sales techniques and strategies to enhance your understanding of the course content.
View
How To Build a Hot Tuner Car
on Amazon
Show steps
-
Read the book and take notes on key concepts and techniques.
-
Identify sections relevant to the course syllabus and focus on those.
-
Summarize the main takeaways from each chapter.
Participate in Group Discussions
Show steps
Connect with peers and engage in discussions to share insights, ask questions, and gain different perspectives on sales concepts and strategies.
Show steps
-
Attend group discussions organized by the course or join online forums.
-
Actively participate in discussions and share your views.
-
Listen to others' experiences and perspectives.
Explore Online Sales Training Resources
Show steps
Supplement your learning by exploring online tutorials and resources that provide additional insights and practical guidance on sales techniques and strategies.
Browse courses on
Sales Techniques
Show steps
-
Identify reputable online platforms and resources.
-
Select tutorials or courses that align with the course content and your learning goals.
-
Follow the tutorials and apply the techniques in your practice.
Five other activities
Expand to see all activities and additional details
Show all eight activities
Conduct Mock Sales Calls
Show steps
Simulate real-life sales scenarios to practice and refine your communication and persuasion skills.
Show steps
-
Identify a sales scenario based on the course material.
-
Prepare a sales pitch and practice delivering it.
-
Role-play the sales call with a peer or instructor.
-
Reflect on the experience and identify areas for improvement.
Review 'The Challenger Sale' by Brent Adamson
Show steps
Complement your understanding of sales with insights from a different perspective, focusing on the challenger sale approach and its effectiveness in modern sales environments.
View
The Challenger Customer: Selling to the Hidden...
on Amazon
Show steps
-
Read the book and take notes on key concepts.
-
Analyze how the challenger sale approach aligns with the course material.
-
Identify practical applications of the techniques in your sales practice.
Develop a Sales Training Presentation
Show steps
Synthesize your understanding of sales principles and create a presentation that demonstrates your ability to effectively convey sales techniques and strategies to others.
Show steps
-
Identify a specific sales topic or concept to focus on.
-
Research and gather relevant information from the course and other sources.
-
Develop a clear and engaging presentation structure.
-
Incorporate real-life examples and case studies to illustrate your points.
Develop a Sales Proposal
Show steps
Apply your understanding of sales processes to create a comprehensive sales proposal that showcases your ability to address customer needs and secure commitment.
Show steps
-
Identify a potential customer and their specific needs.
-
Research and analyze the customer's industry, competition, and pain points.
-
Develop a customized sales proposal that outlines your solution.
-
Include a detailed value proposition and call-to-action.
Contribute to Open-Source CRM Projects
Show steps
Gain hands-on experience with CRM systems by contributing to open-source projects, enhancing your understanding of their functionality and implementation.
Browse courses on
CRM
Show steps
-
Identify open-source CRM projects on platforms like GitHub.
-
Review the documentation and choose a project that matches your skills.
-
Make code contributions, report bugs, or provide documentation updates.
Review 'High-Performance Sales Techniques' by Scott Inks
Show steps
Familiarize yourself with fundamental sales techniques and strategies to enhance your understanding of the course content.
View
How To Build a Hot Tuner Car
on Amazon
Show steps
Show steps
Show steps
- Read the book and take notes on key concepts and techniques.
- Identify sections relevant to the course syllabus and focus on those.
- Summarize the main takeaways from each chapter.
Participate in Group Discussions
Show steps
Connect with peers and engage in discussions to share insights, ask questions, and gain different perspectives on sales concepts and strategies.
Show steps
Show steps
Show steps
- Attend group discussions organized by the course or join online forums.
- Actively participate in discussions and share your views.
- Listen to others' experiences and perspectives.
Explore Online Sales Training Resources
Show steps
Supplement your learning by exploring online tutorials and resources that provide additional insights and practical guidance on sales techniques and strategies.
Browse courses on
Sales Techniques
Show steps
Show steps
Show steps
- Identify reputable online platforms and resources.
- Select tutorials or courses that align with the course content and your learning goals.
- Follow the tutorials and apply the techniques in your practice.
Five other activities
Expand to see all activities and additional details
Show all eight activities
Conduct Mock Sales Calls
Show steps
Simulate real-life sales scenarios to practice and refine your communication and persuasion skills.
Show steps
Show steps
Show steps
- Identify a sales scenario based on the course material.
- Prepare a sales pitch and practice delivering it.
- Role-play the sales call with a peer or instructor.
- Reflect on the experience and identify areas for improvement.
Review 'The Challenger Sale' by Brent Adamson
Show steps
Complement your understanding of sales with insights from a different perspective, focusing on the challenger sale approach and its effectiveness in modern sales environments.
View
The Challenger Customer: Selling to the Hidden...
on Amazon
Show steps
Show steps
Show steps
- Read the book and take notes on key concepts.
- Analyze how the challenger sale approach aligns with the course material.
- Identify practical applications of the techniques in your sales practice.
Develop a Sales Training Presentation
Show steps
Synthesize your understanding of sales principles and create a presentation that demonstrates your ability to effectively convey sales techniques and strategies to others.
Show steps
Show steps
Show steps
- Identify a specific sales topic or concept to focus on.
- Research and gather relevant information from the course and other sources.
- Develop a clear and engaging presentation structure.
- Incorporate real-life examples and case studies to illustrate your points.
Develop a Sales Proposal
Show steps
Apply your understanding of sales processes to create a comprehensive sales proposal that showcases your ability to address customer needs and secure commitment.
Show steps
Show steps
Show steps
- Identify a potential customer and their specific needs.
- Research and analyze the customer's industry, competition, and pain points.
- Develop a customized sales proposal that outlines your solution.
- Include a detailed value proposition and call-to-action.
Contribute to Open-Source CRM Projects
Show steps
Gain hands-on experience with CRM systems by contributing to open-source projects, enhancing your understanding of their functionality and implementation.
Browse courses on
CRM
Show steps
Show steps
Show steps
- Identify open-source CRM projects on platforms like GitHub.
- Review the documentation and choose a project that matches your skills.
- Make code contributions, report bugs, or provide documentation updates.
Career center
Learners who complete Professional Selling: Step 3 - Become a High-Performer will develop knowledge and skills
that may be useful to these careers:
Sales Associate
Sales Associate
Sales Associates are responsible for selling products or services to customers, typically in a retail environment. This course can help aspiring Sales Associates build a strong foundation in the sales process, including how to prepare for sales calls, present products or services, handle objections, and close deals. Additionally, the course's emphasis on building customer relationships and following up with prospects can help Sales Associates develop the skills needed to succeed in this field.
Sales Executive
Sales Executive
Sales Executives are responsible for selling high-value products or services to customers, typically in a business-to-business environment. This course can help aspiring Sales Executives develop the skills needed to build and maintain strong customer relationships, identify and qualify prospects, plan and execute sales calls, present solutions to customer problems, handle objections, and close deals. Additionally, the course's emphasis on following up with customers can help Sales Executives ensure that their customers are satisfied and continue to do business with the company.
Account Manager
Account Manager
Account Managers are responsible for managing relationships with existing customers, typically in a business-to-business environment. This course can help aspiring Account Managers develop the skills needed to build and maintain strong customer relationships, including how to plan and execute sales calls, present solutions to customer problems, handle objections, and close deals. Additionally, the course's emphasis on following up with customers can help Account Managers ensure that their customers are satisfied and continue to do business with the company.
Business Development Representative
Business Development Representative
Business Development Representatives are responsible for generating new business leads and developing new customer relationships, typically in a business-to-business environment. This course can help aspiring Business Development Representatives develop the skills needed to identify and qualify prospects, plan and execute sales calls, present solutions to customer problems, and close deals. Additionally, the course's emphasis on building customer relationships and following up with prospects can help Business Development Representatives develop the skills needed to succeed in this field.
Sales Manager
Sales Manager
Sales Managers are responsible for leading and managing a team of sales professionals, typically in a business-to-business environment. This course can help aspiring Sales Managers develop the skills needed to build and motivate a successful sales team, including how to plan and execute sales strategies, manage customer relationships, and close deals. Additionally, the course's emphasis on following up with customers can help Sales Managers ensure that their team is providing excellent customer service and building strong customer relationships.
Customer Success Manager
Customer Success Manager
Customer Success Managers are responsible for ensuring that customers are successful with a company's products or services, typically in a software or technology company. This course may be useful for aspiring Customer Success Managers who want to develop a stronger understanding of the sales process, including how to identify and qualify prospects, plan and execute sales calls, and close deals. Additionally, the course's emphasis on building customer relationships and following up with prospects can help Customer Success Managers develop the skills needed to build strong customer relationships and ensure that customers are satisfied with the company's products or services.
Marketing Manager
Marketing Manager
Marketing Managers are responsible for developing and executing marketing campaigns to promote products or services, typically in a business-to-business environment. This course may be useful for aspiring Marketing Managers who want to develop a stronger understanding of the sales process, including how to identify and qualify prospects, plan and execute sales calls, and close deals. Additionally, the course's emphasis on building customer relationships and following up with prospects can help Marketing Managers develop the skills needed to create marketing campaigns that are effective at generating leads and closing deals.
Product Manager
Product Manager
Product Managers are responsible for developing and managing products or services, typically in a technology or software company. This course may be useful for aspiring Product Managers who want to develop a stronger understanding of the sales process, including how to identify and qualify prospects, plan and execute sales calls, and close deals. Additionally, the course's emphasis on building customer relationships and following up with prospects can help Product Managers develop the skills needed to create products or services that meet the needs of customers.
Technical Sales Engineer
Technical Sales Engineer
Technical Sales Engineers are responsible for selling complex technical products or services, typically in a business-to-business environment. This course may be useful for aspiring Technical Sales Engineers who want to develop a stronger understanding of the sales process, including how to identify and qualify prospects, plan and execute sales calls, and close deals. Additionally, the course's emphasis on building customer relationships and following up with prospects can help Technical Sales Engineers develop the skills needed to build strong customer relationships and understand the technical needs of customers.
Sales Operations Analyst
Sales Operations Analyst
Sales Operations Analysts are responsible for analyzing sales data and developing strategies to improve sales performance, typically in a business-to-business environment. This course may be useful for aspiring Sales Operations Analysts who want to develop a stronger understanding of the sales process, including how to identify and qualify prospects, plan and execute sales calls, and close deals. Additionally, the course's emphasis on building customer relationships and following up with prospects can help Sales Operations Analysts develop the skills needed to understand customer needs and develop sales strategies that are effective at generating leads and closing deals.
Project Manager
Project Manager
Project Managers are responsible for planning, executing, and closing projects, typically in a business-to-business environment. This course may be useful for aspiring Project Managers who want to develop a stronger understanding of the sales process, including how to identify and qualify prospects, plan and execute sales calls, and close deals. Additionally, the course's emphasis on building customer relationships and following up with prospects can help Project Managers develop the skills needed to understand customer needs and develop project plans that are effective at generating leads and closing deals.
Business Analyst
Business Analyst
Business Analysts are responsible for analyzing business processes and developing recommendations for improvements, typically in a business-to-business environment. This course may be useful for aspiring Business Analysts who want to develop a stronger understanding of the sales process, including how to identify and qualify prospects, plan and execute sales calls, and close deals. Additionally, the course's emphasis on building customer relationships and following up with prospects can help Business Analysts develop the skills needed to understand customer needs and develop business strategies that are effective at generating leads and closing deals.
Data Analyst
Data Analyst
Data Analysts are responsible for collecting, analyzing, and interpreting data to solve business problems, typically in a business-to-business environment. This course may be useful for aspiring Data Analysts who want to develop a stronger understanding of the sales process, including how to identify and qualify prospects, plan and execute sales calls, and close deals. Additionally, the course's emphasis on building customer relationships and following up with prospects can help Data Analysts develop the skills needed to understand customer needs and develop data-driven strategies that are effective at generating leads and closing deals.
Financial Analyst
Financial Analyst
Financial Analysts are responsible for analyzing financial data and developing recommendations for investment decisions, typically in a business-to-business environment. This course may be useful for aspiring Financial Analysts who want to develop a stronger understanding of the sales process, including how to identify and qualify prospects, plan and execute sales calls, and close deals. Additionally, the course's emphasis on building customer relationships and following up with prospects can help Financial Analysts develop the skills needed to understand customer needs and develop financial strategies that are effective at generating leads and closing deals.
Management Consultant
Management Consultant
Management Consultants are responsible for advising businesses on how to improve their performance, typically in a business-to-business environment. This course may be useful for aspiring Management Consultants who want to develop a stronger understanding of the sales process, including how to identify and qualify prospects, plan and execute sales calls, and close deals. Additionally, the course's emphasis on building customer relationships and following up with prospects can help Management Consultants develop the skills needed to understand customer needs and develop consulting strategies that are effective at generating leads and closing deals.
For more career information including salaries, visit:
OpenCourser.com/course/113u2z/professional
Reading list
We've selected 12 books
that we think will supplement your
learning. Use these to
develop background knowledge, enrich your coursework, and gain a
deeper understanding of the topics covered in
Professional Selling: Step 3 - Become a High-Performer.
Introduces the SPIN selling method, a proven approach to sales that focuses on asking the right questions to uncover customer needs and build value. It must-read for sales professionals looking to increase their conversion rates.
Explores the psychological aspects of sales, providing insights into how to build rapport with customers, handle objections, and close deals. It valuable resource for sales professionals looking to improve their communication and persuasion skills.
Challenges traditional sales techniques and presents a new approach that emphasizes teaching customers and helping them solve their problems. It valuable resource for sales professionals looking to differentiate themselves and win more deals.
Save
Provides a step-by-step guide to creating and delivering effective sales pitches. It useful resource for sales professionals who want to improve their presentation skills and close more deals.
Provides a proven framework for building a high-performing sales organization. It valuable resource for sales leaders looking to improve their team's productivity and results.
Classic in personal development and provides insights into how to build strong relationships, achieve goals, and live a fulfilling life. It valuable resource for sales professionals looking to improve their overall effectiveness.
Save
Explores the role of emotional intelligence in sales and provides insights into how to build relationships, manage emotions, and achieve success. It valuable resource for sales professionals looking to improve their overall effectiveness.
Save
Explores the science of habit formation and provides insights into how to create and break habits. It valuable resource for sales professionals looking to improve their productivity and achieve their goals.
Classic in personal development and provides insights into the power of positive thinking and visualization. It valuable resource for sales professionals looking to improve their mindset and achieve their goals.
Provides a practical guide to building and testing new products and services. It valuable resource for sales professionals looking to develop and launch new offerings.
This ancient Chinese military treatise provides timeless insights into strategy, tactics, and leadership. It valuable resource for sales professionals looking to improve their strategic thinking and negotiation skills.
Explores the challenges faced by established companies in innovating and competing with disruptive technologies. It valuable resource for sales professionals looking to understand the changing landscape of business.
For more information about how these books relate to this course, visit:
OpenCourser.com/course/113u2z/professional
Share
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Level
Introductory
Via
Coursera
Institution
University System of Georgia
Instructors
Scott Inks
Terry Loe
Language
English
Transcript
tiếng Việt
This course belongs to a
collection
called
Professional Selling: 3 Steps to High-Performance. It's comprised of three courses:
- Professional Selling: Step 2 - Prepare Like a High-Performer
- Professional Selling: Step 3 - Become a High-Performer (viewing)
- Professional Selling: Step 1 - Think Like a High-Performer
Good to know
Explores skills and knowledge core to doing well in sales
Helps learners develop sales call preparation and execution skills
Teaches learners the foundation for building trust and long-term customer relationships
Teaches learners the importance of follow-up
Takes the mystery out of the sales process
Taught by instructors with experience in sales
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