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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 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.
Register for this course and see more details by visiting:
OpenCourser.com/course/748bt2/professional
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What's inside
Syllabus
Let's Get Started
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.
Read more
Syllabus
Let's Get Started
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.
Read more
Traffic lights
Traffic lights
Read about what's good
what should give you pause and
possible dealbreakers
Gains a solid theoretical foundation for high performing salesmanship
Develops foundational sales skills for relationship building and strategic sales approaches
Taught by expert instructors Terry Loe and Scott Inks, who have decades of experience in sales
Provides a comprehensive overview of the sales process, from building relationships to closing deals
Covers essential communication and negotiation skills for effective salesmanship
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Reviews summary
Foundational sales skills & mindset
According to learners, this course provides a strong foundational understanding of professional selling. Students appreciate the clear Sales Road Map, which demystifies the sales process and helps cultivate a high-performer mindset. The course's emphasis on building trusting relationships and improving communication skills is frequently highlighted as highly practical. It also offers valuable insights into understanding the buyer's journey, making it particularly useful for those new to sales or looking for a comprehensive refresher. Some learners note that while it provides excellent core principles, more experienced professionals may find it introductory rather than advanced.
Excellent starting point for aspiring sales professionals.
"As someone new to sales, this course provided an incredibly solid and accessible foundation."
"It takes the mystery out of sales; truly a 'Step 1' that clears up a lot for newcomers."
"I recommend this course for anyone just entering the sales field or looking for a fundamental overview."
Insights into how customers make purchasing decisions.
"Understanding the buyer’s journey has transformed how I approach my sales conversations."
"The insights into how buyers think and what factors influence their decisions were incredibly valuable."
"This module helped me tailor my sales approach to align better with the customer's decision process."
Teaches crucial verbal and nonverbal communication.
"The communication skills module was excellent; I learned how to improve both my verbal and nonverbal cues in sales interactions."
"It presented the basis of effective communication clearly, which is essential for sales success."
"I can immediately apply the tips on confident communication to my daily interactions with prospects."
Focuses on essential interpersonal skills for sales.
"The course's emphasis on building trust is fundamental for long-term customer relationships, and it explained it well."
"Learning the components of trust and how to be more trustworthy was a key takeaway for me."
"I feel better equipped to foster strong, professional relationships after completing this module."
A clear, sequential overview of the sales process.
"The 'Sales Road Map' module provided a really clear outline of the entire process, which was incredibly helpful."
"I appreciated the logical flow through each stage of the sales journey, making it easy to follow."
"The structured approach helped me understand how high-performing salespeople think about sales activity."
Covers basics comprehensively, but not advanced topics.
"While excellent for fundamentals, more experienced salespeople might find it reviews concepts they already know."
"This is definitely 'Step 1'; I'm looking forward to subsequent courses for deeper, more advanced strategies."
"It's a great introduction, but don't expect highly specialized or cutting-edge techniques."
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 1 - Think Like a High-Performer with these
activities:
Review article about the value of trust in sales
Show steps
Sets the foundation for promoting comprehension of the importance of trust and relationship building.
Browse courses on
Trust
Show steps
-
Locate an article on the advantages of building trust in sales
-
Read and take notes on the article's main points
-
Summarize the key takeaways from the article
Attend industry networking events to connect with sales professionals
Show steps
Provides opportunities to learn from experienced sales professionals and expand professional network.
Browse courses on
Networking
Show steps
-
Identify industry networking events
-
Attend the events and actively participate in conversations
-
Exchange contact information with sales professionals you meet
-
Follow up with the sales professionals you connect with
Participate in a peer-led discussion on the challenges of building trust in sales
Show steps
Fosters teamwork and strengthens understanding of trust-building challenges in sales.
Browse courses on
Trust
Show steps
-
Join a peer-led discussion group
-
Prepare for the discussion by researching the challenges of building trust in sales
-
Actively participate in the discussion, sharing your insights and experiences
Five other activities
Expand to see all activities and additional details
Show all eight activities
Follow a tutorial on advanced communication strategies for sales
Show steps
Enhances students' communication skills by introducing effective sales techniques.
Browse courses on
Communication
Show steps
-
Identify a tutorial on advanced communication strategies for sales
-
Watch or read the tutorial
-
Practice implementing the communication strategies in mock sales situations
Practice active listening and empathy with a partner
Show steps
Develops active listening and empathy skills through practical exercises.
Browse courses on
Active Listening
Show steps
-
Find a partner to practice active listening and empathy with
-
Take turns being the speaker and the listener
-
Practice using active listening techniques, such as paraphrasing, summarizing, and asking clarifying questions
-
Practice demonstrating empathy by acknowledging the speaker's feelings and perspectives
Attend a workshop on negotiation strategies in sales
Show steps
Sharpens negotiation skills, a crucial aspect of closing sales.
Browse courses on
Negotiation
Show steps
-
Identify a workshop on negotiation strategies in sales
-
Register for and attend the workshop
-
Take notes and actively participate in the workshop exercises
-
Apply the negotiation strategies you learn to your own sales practice
Develop a customer persona to identify customer needs
Show steps
Builds a strong understanding of understanding customer needs and tailoring sales strategies.
Browse courses on
Customer Persona
Show steps
-
Gather data on your target customers through surveys, interviews, or market research
-
Analyze the data to identify common characteristics, pain points, and goals
-
Create a detailed customer persona that represents your target customer
Start a sales mentorship program
Show steps
Provides hands-on experience in developing sales skills and building relationships.
Show steps
-
Identify a mentor who is experienced in sales
-
Establish regular meetings with your mentor
-
Set goals for your mentorship and track your progress
-
Apply the knowledge and skills you learn from your mentor to your own sales practice
Review article about the value of trust in sales
Show steps
Sets the foundation for promoting comprehension of the importance of trust and relationship building.
Browse courses on
Trust
Show steps
Show steps
Show steps
- Locate an article on the advantages of building trust in sales
- Read and take notes on the article's main points
- Summarize the key takeaways from the article
Attend industry networking events to connect with sales professionals
Show steps
Provides opportunities to learn from experienced sales professionals and expand professional network.
Browse courses on
Networking
Show steps
Show steps
Show steps
- Identify industry networking events
- Attend the events and actively participate in conversations
- Exchange contact information with sales professionals you meet
- Follow up with the sales professionals you connect with
Participate in a peer-led discussion on the challenges of building trust in sales
Show steps
Fosters teamwork and strengthens understanding of trust-building challenges in sales.
Browse courses on
Trust
Show steps
Show steps
Show steps
- Join a peer-led discussion group
- Prepare for the discussion by researching the challenges of building trust in sales
- Actively participate in the discussion, sharing your insights and experiences
Five other activities
Expand to see all activities and additional details
Show all eight activities
Follow a tutorial on advanced communication strategies for sales
Show steps
Enhances students' communication skills by introducing effective sales techniques.
Browse courses on
Communication
Show steps
Show steps
Show steps
- Identify a tutorial on advanced communication strategies for sales
- Watch or read the tutorial
- Practice implementing the communication strategies in mock sales situations
Practice active listening and empathy with a partner
Show steps
Develops active listening and empathy skills through practical exercises.
Browse courses on
Active Listening
Show steps
Show steps
Show steps
- Find a partner to practice active listening and empathy with
- Take turns being the speaker and the listener
- Practice using active listening techniques, such as paraphrasing, summarizing, and asking clarifying questions
- Practice demonstrating empathy by acknowledging the speaker's feelings and perspectives
Attend a workshop on negotiation strategies in sales
Show steps
Sharpens negotiation skills, a crucial aspect of closing sales.
Browse courses on
Negotiation
Show steps
Show steps
Show steps
- Identify a workshop on negotiation strategies in sales
- Register for and attend the workshop
- Take notes and actively participate in the workshop exercises
- Apply the negotiation strategies you learn to your own sales practice
Develop a customer persona to identify customer needs
Show steps
Builds a strong understanding of understanding customer needs and tailoring sales strategies.
Browse courses on
Customer Persona
Show steps
Show steps
Show steps
- Gather data on your target customers through surveys, interviews, or market research
- Analyze the data to identify common characteristics, pain points, and goals
- Create a detailed customer persona that represents your target customer
Start a sales mentorship program
Show steps
Provides hands-on experience in developing sales skills and building relationships.
Show steps
Show steps
Show steps
- Identify a mentor who is experienced in sales
- Establish regular meetings with your mentor
- Set goals for your mentorship and track your progress
- Apply the knowledge and skills you learn from your mentor to your own sales practice
Career center
Learners who complete Professional Selling: Step 1 - Think Like a High-Performer will develop knowledge and skills
that may be useful to these careers:
Sales Manager
Sales Manager
Sales Managers are responsible for leading and managing sales teams. They work to develop and implement sales strategies, and to motivate and train their teams to achieve their goals. This course may be useful for aspiring Sales Managers as it provides a foundation in the sales process, including how to build relationships with customers, communicate effectively, and understand the buyer's journey.
Account Manager
Account Manager
Account Managers are responsible for managing relationships with existing customers. They work to ensure that customers are satisfied with their products or services and that they continue to do business with the company. This course may be useful for aspiring Account Managers as it provides a foundation in building lasting, long-term, trusting relationships with customers.
Customer Success Manager
Customer Success Manager
Customer Success Managers are responsible for ensuring that customers are successful with their products or services. They work to identify and resolve customer issues, and to provide ongoing support and training. This course may be useful for aspiring Customer Success Managers as it provides a foundation in building relationships with customers, communicating effectively, and understanding the buyer's journey.
Sales Representative
Sales Representative
Sales Representatives are responsible for selling products or services to new and existing customers. They may work in a variety of industries, including retail, manufacturing, and technology. This course may be useful for aspiring Sales Representatives as it provides a foundation in the sales process, including how to build relationships with customers, communicate effectively, and understand the buyer's journey.
Business Development Manager
Business Development Manager
Business Development Managers are responsible for generating new business for their companies. They work to identify and qualify potential customers, and to develop and implement sales strategies. This course may be useful for aspiring Business Development Managers as it provides a foundation in the sales process, including how to build relationships with customers, communicate effectively, and understand the buyer's journey.
Marketing Manager
Marketing Manager
Marketing Managers are responsible for developing and implementing marketing strategies. They work to identify and target potential customers, and to develop and execute marketing campaigns. This course may be useful for aspiring Marketing Managers as it provides a foundation in building relationships with customers, communicating effectively, and understanding the buyer's journey.
Consultant
Consultant
Consultants provide advice and guidance to businesses on a variety of topics, including sales, marketing, and operations. This course may be useful for aspiring Consultants as it provides a foundation in the sales process, including how to build relationships with customers, communicate effectively, and understand the buyer's journey.
Real Estate Agent
Real Estate Agent
Real Estate Agents help people buy, sell, and rent homes. This course may be useful for aspiring Real Estate Agents as it provides a foundation in the sales process, including how to build relationships with customers, communicate effectively, and understand the buyer's journey.
Insurance Agent
Insurance Agent
Insurance Agents help people purchase insurance policies. This course may be useful for aspiring Insurance Agents as it provides a foundation in the sales process, including how to build relationships with customers, communicate effectively, and understand the buyer's journey.
Financial Advisor
Financial Advisor
Financial Advisors help people manage their finances. This course may be useful for aspiring Financial Advisors as it provides a foundation in the sales process, including how to build relationships with customers, communicate effectively, and understand the buyer's journey.
Product Manager
Product Manager
Product Managers are responsible for developing and managing products. They work to identify customer needs, and to develop and launch products that meet those needs. This course may be useful for aspiring Product Managers as it provides a foundation in understanding the buyer's journey and in building relationships with customers.
Entrepreneur
Entrepreneur
Entrepreneurs start and run their own businesses. This course may be useful for aspiring Entrepreneurs as it provides a foundation in the sales process, including how to build relationships with customers, communicate effectively, and understand the buyer's journey.
Social Worker
Social Worker
Social Workers help people overcome challenges and improve their lives. This course may be useful for aspiring Social Workers as it provides a foundation in building relationships with customers, communicating effectively, and understanding the buyer's journey.
Nonprofit Manager
Nonprofit Manager
Nonprofit Managers lead and manage nonprofit organizations. This course may be useful for aspiring Nonprofit Managers as it provides a foundation in building relationships with customers, communicating effectively, and understanding the buyer's journey.
Teacher
Teacher
Teachers educate students in a variety of subjects. This course may be useful for aspiring Teachers as it provides a foundation in building relationships with customers, communicating effectively, and understanding the buyer's journey.
For more career information including salaries, visit:
OpenCourser.com/course/748bt2/professional
Reading list
We've selected nine 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 1 - Think Like a High-Performer.
Provides insights into the psychology of buyers and sellers. It valuable resource for sales professionals who want to improve their persuasion skills.
Provides a step-by-step guide to the SPIN selling method. It valuable resource for sales professionals who want to improve their closing rates.
Save
Provides a step-by-step guide to building a sales machine. It valuable resource for sales leaders who want to create a high-performing sales team.
Provides a roadmap to financial success. It valuable resource for sales professionals who want to develop a positive mindset and achieve their goals.
Provides a framework for personal and professional effectiveness. It valuable resource for sales professionals who want to develop their leadership skills.
Save
Provides insights into the importance of emotional intelligence in sales. It valuable resource for sales professionals who want to improve their self-awareness and build stronger relationships with customers.
Save
Provides a framework for understanding and changing habits. It valuable resource for sales professionals who want to improve their productivity and achieve their goals.
Provides a counterintuitive approach to business and sales. It valuable resource for sales professionals who want to challenge the status quo and think outside the box.
Provides a framework for building and testing new products and services. It valuable resource for sales professionals who want to learn how to innovate and adapt to change.
For more information about how these books relate to this course, visit:
OpenCourser.com/course/748bt2/professional
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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
- Professional Selling: Step 1 - Think Like a High-Performer (viewing)
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