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Develop with Dell
This course is designed to give the learner the confidence to complete the sale by providing business value, while teaching the ins and outs of overcoming objections and going for the close. This course is primarily aimed at people who are interested in beginning a career in IT Sales and as such, learners are not required to have prior sales or technical experience. This course is recommended for students looking to begin their career as well as those who are looking for a career change or transition.
Read more
This course is designed to give the learner the confidence to complete the sale by providing business value, while teaching the ins and outs of overcoming objections and going for the close. This course is primarily aimed at people who are interested in beginning a career in IT Sales and as such, learners are not required to have prior sales or technical experience. This course is recommended for students looking to begin their career as well as those who are looking for a career change or transition.
Read more
This course is designed to give the learner the confidence to complete the sale by providing business value, while teaching the ins and outs of overcoming objections and going for the close. This course is primarily aimed at people who are interested in beginning a career in IT Sales and as such, learners are not required to have prior sales or technical experience. This course is recommended for students looking to begin their career as well as those who are looking for a career change or transition.
After completing this course, you will be able to:
-Communicate the ways that a proposed solution will deliver business value
-Evaluate the relationship between value propositions and buyer motivations
-Identify the four key components of a value proposition.
-Identify common types of customer objections.
-Use three step approach (acknowledge, understand, respond) to address customer issues.
-Build and deliver a value proposition as a way to secure customer commitment.
-Identify best practices for keeping control of the call.
This is the third course in the Develop with Dell: IT Sales Specialization.
Register for this course and see more details by visiting:
OpenCourser.com/course/v36l8j/selling
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What's inside
Syllabus
Showing the Value
Welcome! This course will provide you with the confidence to finish the sale. In the next few modules, you will learn about providing business value. We’ll cover the ins and outs of overcoming objections and going for the close. This course focuses heavily on practicing all the skills learned throughout the previous courses.
Read more
Syllabus
Showing the Value
Welcome! This course will provide you with the confidence to finish the sale. In the next few modules, you will learn about providing business value. We’ll cover the ins and outs of overcoming objections and going for the close. This course focuses heavily on practicing all the skills learned throughout the previous courses.
Read more
Overcoming Objections
While everyone wants their customer interactions to go smoothly, you will inevitably run into some sort of conflict as a seller. This week’s lessons are designed to give you strategies for dealing with difficult customer interactions. We’ll cover ways to address general customer dissatisfaction, along with handling objections during the sales process.
Closing the Deal
This week you will learn about closing the deal. You’ll learn about tips for controlling the call and various ways to secure commitments from your customers. You’ll be able to leverage the skills and knowledge you have gained throughout the program to complete the sale.
Good to know
Good to know
Know what's good ,
what to watch for , and
possible dealbreakers
Is a part of the Develop with Dell IT Sales Specialization
May strengthen an existing foundation or help gain knowledge for beginners in IT Sales
Instructors come from the provider, Dell
Save this course
Save Selling with Confidence to your list so you can find it easily later:
Save
Save
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 Selling with Confidence with these
activities:
Read 'SPIN Selling' by Neil Rackham
Show steps
Gain insights into effective questioning techniques, handling objections, and closing deals through this classic sales handbook.
View
Oogata shōdan o seiyaku ni michibiku SPIN...
on Amazon
Show steps
-
Read the book thoroughly.
-
Summarize the key concepts and techniques.
-
Identify how you can apply the lessons to your sales approach.
Explore Best Practices for Closing Deals
Show steps
Watch videos, read articles, or attend webinars on effective closing techniques, such as handling objections, negotiating, and building rapport.
Show steps
-
Identify reputable sources of information.
-
Allocate specific time for learning.
-
Take notes and summarize key takeaways.
Craft Value Propositions
Show steps
Practice identifying customer needs, aligning solutions with those needs, and articulating compelling value propositions.
Show steps
-
Identify a business problem.
-
Define the customer's goals and challenges.
-
Formulate a solution that addresses those needs.
-
Summarize the value proposition in a concise and compelling manner.
Four other activities
Expand to see all activities and additional details
Show all seven activities
Peer Feedback on Sales Pitch
Show steps
Present a sales pitch to peers and receive constructive feedback on delivery, content, and persuasiveness.
Browse courses on
Sales
Show steps
-
Prepare a sales pitch.
-
Present the pitch to peers.
-
Receive feedback and ask clarifying questions.
-
Reflect on the feedback and identify areas for improvement.
Design a Sales Proposal
Show steps
Draft a comprehensive sales proposal that demonstrates the value of a solution and addresses customer needs.
Show steps
-
Gather requirements and understand the customer's business.
-
Develop a solution that aligns with the customer's objectives.
-
Quantify the benefits and value proposition.
-
Create a visually appealing and persuasive proposal.
Role play customer interactions
Show steps
Play the roles of both the salesperson and the customer to practice addressing objections and presenting value propositions.
Show steps
-
Identify a common sales scenario.
-
Assign roles and prepare accordingly.
-
Engage in the role play, taking turns presenting objections and solutions.
-
Reflect on the experience and identify areas for improvement.
Attend a Sales Negotiation Workshop
Show steps
Participate in an interactive workshop to develop negotiation skills, learn strategies for handling objections, and practice closing techniques.
Show steps
-
Research and identify a reputable workshop.
-
Register and prepare for the event.
-
Actively participate in the workshop and engage with facilitators and peers.
-
Apply the techniques and strategies learned in real-world sales interactions.
Read 'SPIN Selling' by Neil Rackham
Show steps
Gain insights into effective questioning techniques, handling objections, and closing deals through this classic sales handbook.
View
Oogata shōdan o seiyaku ni michibiku SPIN...
on Amazon
Show steps
Show steps
Show steps
- Read the book thoroughly.
- Summarize the key concepts and techniques.
- Identify how you can apply the lessons to your sales approach.
Explore Best Practices for Closing Deals
Show steps
Watch videos, read articles, or attend webinars on effective closing techniques, such as handling objections, negotiating, and building rapport.
Show steps
Show steps
Show steps
- Identify reputable sources of information.
- Allocate specific time for learning.
- Take notes and summarize key takeaways.
Craft Value Propositions
Show steps
Practice identifying customer needs, aligning solutions with those needs, and articulating compelling value propositions.
Show steps
Show steps
Show steps
- Identify a business problem.
- Define the customer's goals and challenges.
- Formulate a solution that addresses those needs.
- Summarize the value proposition in a concise and compelling manner.
Four other activities
Expand to see all activities and additional details
Show all seven activities
Peer Feedback on Sales Pitch
Show steps
Present a sales pitch to peers and receive constructive feedback on delivery, content, and persuasiveness.
Browse courses on
Sales
Show steps
Show steps
Show steps
- Prepare a sales pitch.
- Present the pitch to peers.
- Receive feedback and ask clarifying questions.
- Reflect on the feedback and identify areas for improvement.
Design a Sales Proposal
Show steps
Draft a comprehensive sales proposal that demonstrates the value of a solution and addresses customer needs.
Show steps
Show steps
Show steps
- Gather requirements and understand the customer's business.
- Develop a solution that aligns with the customer's objectives.
- Quantify the benefits and value proposition.
- Create a visually appealing and persuasive proposal.
Role play customer interactions
Show steps
Play the roles of both the salesperson and the customer to practice addressing objections and presenting value propositions.
Show steps
Show steps
Show steps
- Identify a common sales scenario.
- Assign roles and prepare accordingly.
- Engage in the role play, taking turns presenting objections and solutions.
- Reflect on the experience and identify areas for improvement.
Attend a Sales Negotiation Workshop
Show steps
Participate in an interactive workshop to develop negotiation skills, learn strategies for handling objections, and practice closing techniques.
Show steps
Show steps
Show steps
- Research and identify a reputable workshop.
- Register and prepare for the event.
- Actively participate in the workshop and engage with facilitators and peers.
- Apply the techniques and strategies learned in real-world sales interactions.
Career center
Learners who complete Selling with Confidence will develop knowledge and skills
that may be useful to these careers:
IT Sales Manager
IT Sales Manager
IT Sales Managers oversee sales teams within IT firms. This course provides the skills and knowledge necessary to lead and motivate a team of sales professionals. You will also learn how to effectively manage customer relationships.
Sales Engineer
Sales Engineer
Sales Engineers work with clients to design and implement technical solutions. This course will help you develop the communication and technical skills necessary to effectively consult with clients, understand their business needs, and provide customized solutions.
Sales Executive
Sales Executive
Sales Executives work with clients to identify and fulfill their business needs. This course enhances your ability to effectively communicate the value of your products or services. You will also learn how to overcome customer objections and close deals.
Business Development Manager
Business Development Manager
Business Development Managers work to identify leads, nurture relationships with prospective customers, and grow an organization's client base. This course develops your ability to effectively communicate the value of your products and services to different stakeholders.
Customer Success Manager
Customer Success Manager
Customer Success Managers build and maintain relationships with clients to ensure they are successful in using a company's products or services. This course will help you to effectively communicate with clients, understand their needs, and resolve any issues they may be experiencing.
Strategic Account Manager
Strategic Account Manager
Strategic Account Managers manage relationships with key clients and develop strategies to grow revenue. This course enhances your ability to build and maintain strong customer relationships. You will also learn techniques for identifying and meeting the needs of your clients.
Sales Manager
Sales Manager
Sales Managers lead and motivate teams of sales professionals. This course provides the skills and knowledge necessary to manage a team effectively. You will also learn how to develop and implement sales strategies.
Training Manager
Training Manager
Training Managers develop and deliver training programs to employees. This course enhances your ability to effectively communicate and engage with learners. You will also learn techniques for developing and delivering training materials.
Product Manager
Product Manager
Product Managers are responsible for the development and launch of new products. This course enhances your ability to effectively communicate the value of a product and its features. You will also learn techniques for managing customer feedback.
Consultant
Consultant
Consultants provide expert advice and guidance to businesses and organizations. This course develops the communication and problem-solving skills necessary to effectively consult with clients. You will also learn how to identify and address business challenges.
Marketing Manager
Marketing Manager
Marketing Managers develop and execute marketing campaigns to promote products and services and increase brand awareness. This course develops your ability to create and deliver value propositions that resonate with target audiences.
Account Manager
Account Manager
Account Managers maintain relationships with an organization's clients. They leverage strong communication, interpersonal, and sales skills to retain existing customers. This course enhances your ability to communicate the value of a proposed solution. You will also learn various techniques for effectively overcoming customer objections and closing the deal.
Technical Support Manager
Technical Support Manager
Technical Support Managers oversee teams of technical support specialists who provide assistance to customers. This course enhances your ability to manage a team effectively. You will also learn how to develop and implement support strategies.
Project Manager
Project Manager
Project Managers plan, execute, and close projects. They may work in a variety of industries. This course enhances your ability to communicate effectively with clients and stakeholders. You will also learn techniques for managing customer expectations and overcoming challenges.
IT Specialist
IT Specialist
IT Specialists provide technical support and guidance to businesses and organizations. This course may be helpful in developing the communication and interpersonal skills necessary to effectively interact with clients and colleagues.
For more career information including salaries, visit:
OpenCourser.com/course/v36l8j/selling
Reading list
We've selected 13 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
Selling with Confidence.
A classic sales book that outlines the SPIN (Situation, Problem, Implication, Need-payoff) selling methodology. It provides a structured approach to asking questions and uncovering customer pain points, which can be valuable for building value propositions and overcoming objections.
A modern sales book that challenges traditional sales techniques and emphasizes the importance of teaching customers. It provides insights into how to identify and engage with the right buyers, build trust, and create value-based relationships.
A practical guide to building a high-performance sales team. It covers topics such as hiring, training, and managing sales reps, as well as developing a strong sales process. While it is not specifically focused on selling IT solutions, it provides valuable insights into sales strategy and execution.
A classic sales book that provides insights into the psychology of buying and selling. It covers topics such as building rapport, understanding customer needs, and overcoming objections. While it is not specifically focused on selling IT solutions, it provides valuable insights into the human element of sales.
A compilation of sales techniques and tips from some of the world's most successful salespeople. It provides practical advice on everything from prospecting to closing deals. While it is not specifically focused on selling IT solutions, it provides valuable insights into the art and science of sales.
Save
A book that emphasizes the importance of selling value rather than price. It provides insights into how to identify and communicate the value of your products or services to customers. While it is not specifically focused on selling IT solutions, it provides valuable insights into the principles of value-based selling.
A comprehensive guide to sales that covers a wide range of topics, from prospecting to closing deals. While it is not specifically focused on selling IT solutions, it provides valuable insights into the sales process and the skills and qualities of successful salespeople.
Save
A book that explores the science of habits and how they can be changed. It provides insights into how to create good habits and break bad ones, which can be valuable for salespeople who want to improve their performance.
A book that provides a framework for personal and professional effectiveness. It covers topics such as self-awareness, goal-setting, and time management, which can be valuable for salespeople who want to improve their productivity and success.
A book that explores the challenges of innovation and how established companies can avoid the innovator's dilemma. It provides insights into how to identify and develop disruptive technologies, which can be valuable for salespeople who want to stay ahead of the competition.
A book that provides a framework for building and testing new products and services. It covers topics such as customer validation, iterative development, and continuous improvement, which can be valuable for salespeople who want to develop new sales strategies and tactics.
Save
A book that provides a framework for building a successful startup. It covers topics such as customer acquisition, marketing, and sales, which can be valuable for salespeople who want to learn how to grow and scale their businesses.
A book that provides insights into the challenges of building and running a successful startup. It covers topics such as managing people, making difficult decisions, and staying motivated, which can be valuable for salespeople who want to learn how to overcome obstacles and achieve success.
For more information about how these books relate to this course, visit:
OpenCourser.com/course/v36l8j/selling
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Level
Introductory
Via
Coursera
Institution
Dell
Instructor
Develop with Dell
Language
English
This course belongs to a
collection
called
Develop with Dell: IT Sales. It's comprised of three courses:
- Selling with Confidence (viewing)
- Setting Up Your Sale
- What Does IT Sales Entail?
Good to know
Is a part of the Develop with Dell IT Sales Specialization
May strengthen an existing foundation or help gain knowledge for beginners in IT Sales
Instructors come from the provider, Dell
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