Professional Selling: Step 2 - Prepare Like a High-Performer
- Offered byCoursera
- Public/Government Institute
Professional Selling: Step 2 - Prepare Like a High-Performer at Coursera Overview
Duration | 10 hours |
Total fee | Free |
Mode of learning | Online |
Official Website | Explore Free Course  |
Credential | Certificate |
- Overview
- Highlights
- Course Details
- Curriculum
Professional Selling: Step 2 - Prepare Like a High-Performer at Coursera Highlights
- Shareable Certificate
Flexible deadlines
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Professional Selling: Step 2 - Prepare Like a High-Performer at Coursera Course details
- Foundational Skills and Knowledge Required of High Performing Salespeople
- This course takes the mystery out of prospecting and establishing needs
- Learners will gain a clear understanding of the prospecting process and the fundamental skills required to build lasting, long-term, trusting relationships with customers
- Participants in Course Two will gain skills in understanding their product's value, identifying good prospects, maximizing the sales funnel, improving conversion ratios, creating a strategic prospecting plan, understanding the WIFM, creating an effective elevator speech, overcoming call reluctance, and so much more
Professional Selling: Step 2 - Prepare Like a High-Performer at Coursera Curriculum
Why is Prospecting Important?
Course Introduction
Meet Your Instructors - Philosophy of This Specialization
Prospecting - Kennesaw State Example
Prospecting - Agriculture Example
Tips for Prospecting
Purpose of Prospecting
Prospecting - The Life Blood of the Sales Funnel
Your Product's Value
Traits of a Good Prospect
About the Assignments
About Peer Reviews
Discussion Forum Guidelines
Module 1 Practice Quiz
Module 1 Summative Quiz
Prospecting Best Practices
Conversion Ratios
Prospecting Challenges for New Salespersons
Strategic Prospecting Plan
Understanding the WIFM
The Elevator Speech
Overcoming Call Reluctance
Identifying Leads - Part 1
Identifying Leads - Part 2
Tracking the Conversion Ratio
Module 2 Practice Quiz
Module 2 Summative Quiz
Finding High-Quality Leads
How to Qualify Prospects
Strategy for Gaining Referrals
Happy Customers = Referrals
The Prospecting Process - Part 1
The Prospecting Process - Part 2
Talking to Leads
Follow-Up and Consistency
Laugh Break
About Peer Reviews
Module 3 Practice Quiz
Module 3 Summative Quiz
Establishing the Needs
Establishing Needs: Introduction and Overview
Problem Buyers Want to Solve
Fact-Finding Questions
Identifying the Problem
The Implications
Summary and Transition
About Peer Reviews
Module 4 Practice Quiz
Module 4 Summative Quiz
Identifying Question Types
Other courses offered by Coursera
Student Forum
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