课程信息
4.8
28 个评分
6 个审阅
专项课程
100% 在线

100% 在线

立即开始,按照自己的计划学习。
可灵活调整截止日期

可灵活调整截止日期

根据您的日程表重置截止日期。
初级

初级

完成时间(小时)

完成时间大约为11 小时

建议:5 Weeks, 5-7 hours per week...
可选语言

英语(English)

字幕:英语(English)
专项课程
100% 在线

100% 在线

立即开始,按照自己的计划学习。
可灵活调整截止日期

可灵活调整截止日期

根据您的日程表重置截止日期。
初级

初级

完成时间(小时)

完成时间大约为11 小时

建议:5 Weeks, 5-7 hours per week...
可选语言

英语(English)

字幕:英语(English)

教学大纲 - 您将从这门课程中学到什么

1
完成时间(小时)
完成时间为 2 小时

Week 1: Running High-Impact Meetings

How many meetings do you have every week during your career? Most executives say “20-30.” And how many of them are “high-impact?” Most executives say “5-10%.” We can do better. There are five disciplines you can use to take your meeting – any meeting – to the next level, such that you are the person that people are thinking of at the end of a busy day....
Reading
6 个视频 (总计 12 分钟), 8 个阅读材料, 1 个测验
Video6 个视频
Meet Craig Wortmann1分钟
Running High-Impact Meetings5分钟
Writing a 'Thank You' Note1分钟
Barter Exercise54
Role Play: Barter Exercise2分钟
Reading8 个阅读材料
Meet The Team10分钟
How Do I Get The Most Out Of This Course10分钟
FAQ10分钟
The 3 Clear Points of Week 110分钟
Worksheets and Readings10分钟
Final Project Prep Assignment: Setting a Sales Goal10分钟
Final Project Prep: Knowledge Skill Discipline Framework - Course 210分钟
Capstone Prep Assignment - Barter Project10分钟
Quiz1 个练习
Final Project Prep: Writing Thank You Notes2分钟
2
完成时间(小时)
完成时间为 1 小时

Week 2: Asking Better Questions

We spend most of our professional career (and personal life) in conversation. When we are trying to get to know someone, influence a decision, sell an idea or product, lead people, or simply hang out with friends, there are specific skills and disciplines that we can practice that make us more dynamic conversationalists. Our focus this week is asking better sales questions. High-performing salespeople get better, more actionable information from their customers by asking better questions. ...
Reading
3 个视频 (总计 6 分钟), 4 个阅读材料
Video3 个视频
Impact Questions4分钟
When To Ask Impact Questions1分钟
Reading4 个阅读材料
The 3 Clear Points of Week 210分钟
Reading10分钟
Final Project Prep: Writing Impact Questions10分钟
Capstone Prep Assignment - Barter Project10分钟
3
完成时间(小时)
完成时间为 1 小时

Week 3: Handling Objections

This week, we are focusing on sales objections. Objections are natural to the sales process and should be welcomed. They represent a great opportunity for you to create separation between you and competitors. Sales is full of rejection, but high-performers handle objections, hurdles and rejection in ways that will surprise you. We will explore how they do this and what effect it has on customers. ...
Reading
4 个视频 (总计 10 分钟), 4 个阅读材料, 1 个测验
Video4 个视频
Handling Objections5分钟
Creating an "Objections Matrix" Worksheet37
Role-Play: Handling Objections3分钟
Reading4 个阅读材料
The 3 Clear Points of Week 310分钟
Worksheet and Reading10分钟
Final Project Prep: Objections Matrix10分钟
Capstone Prep Assignment - Barter Project10分钟
Quiz1 个练习
Handling Objections2分钟
4
完成时间(小时)
完成时间为 1 小时

Week 4: The Power of Story

Week 4 looks at one of the most powerful influence tools you have – your ability to tell the right story at the right time for the right reasons. Stories provide two things that facts do not; context and emotion. The ability to contextualize your venture in your selling efforts is critical, and connecting to emotions drives decision-making. We will explore how stories do this and begin to build your tactical Story Matrix℠ to ensure that you have the right stories at your fingertips. ...
Reading
7 个视频 (总计 16 分钟), 4 个阅读材料
Video7 个视频
The Power of Story5分钟
The Four Types of Stories2分钟
The Story Matrix1分钟
Building Out Your Story Matrix1分钟
What’s Your Story?2分钟
The Drop Forge Story2分钟
Reading4 个阅读材料
The 3 Clear Points of Week 410分钟
Worksheet and Readings10分钟
Final Project Prep: Your Story Matrix Worksheet10分钟
Capstone Prep Assignment - Barter Project10分钟
4.8
6 个审阅Chevron Right

热门审阅

创建者 AIOct 15th 2018

This is a great user-friendly course that gives every angle of selling to the public. Very applicable at every level!

创建者 SENov 26th 2018

Much Obliged Thank You Very Much For the Excellent Content of this Course.

讲师

Avatar

Craig Wortmann

CEO, Sales Engine Inc; Venture Partner, Pritzker Group Venture Capital; Clinical Professor, Kellogg School of Management

关于 Northwestern University

Northwestern University is a private research and teaching university with campuses in Evanston and Chicago, Illinois, and Doha, Qatar. Northwestern combines innovative teaching and pioneering research in a highly collaborative environment that transcends traditional academic boundaries. ...

关于 The Art of Sales: Mastering the Selling Process 专项课程

Close more deals and improve the performance of any sales team. The Art of Sales Specialization is designed to make you more effective and efficient as you pursue your sales goals. Understand how to stand out in the crowd, attract customers, and build support for your initiatives within your company. Knowing how to “get to yes” is a crucial skill that can improve many facets of your life. Prepare to be tested, taught, and transformed as you learn to locate new customers and get great results....
The Art of Sales: Mastering the Selling Process

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