About this course:
Selling is a life skill. As people, we interact with other people every day in many different types of situations. And if you stop and think about those various situations, many of them are sales situations. You might be interviewing for a job, or meeting a new potential customer, or trying to convince someone that your idea is the right one. These are sales situations, and in this course, you will learn how high-performing salespeople use critical skills and disciplines to create success each and every time they interact with another person. You will learn how to acquire and delight customers, use selling skills in different contexts, tell powerful stories, manage the entrepreneurial selling process, and use the key tools required for success in building your company, your career, and your life.
This course is designed as an adventure of discovery. You will be tested, taught and transformed through a series of lectures, readings and real-world exercises that are designed to push you up and out of your comfort zone. We will explore both Business to Business (B2B) and Business to Consumer (B2C) selling and entrepreneurship issues and concepts. You will explore frameworks that define and clarify the knowledge, skill, and discipline to be successful in selling.
Your assignments will include a barter exercise, quizzes, and the creation of Craig Wortmann's practical and robust Sales Toolkit that consists of these ten tools:
1) A filtered target list
2) Your Sales Trailer℠
3) The Art of the Sales Conversation
4) A prospecting script
5) An introductory email
6) A Qualification Questions Checklist
7) A list of Impact Questions
8) An Objections and Responses Checklist
9) A Proposal
10) Your Story Matrix℠
My goal with this course is that no matter what your current level of ability, we help you build your Sales Toolkit and master the selling skills and disciplines that will change your life!
Who is this class for:
This course is for three main audiences: Salespeople. This course will serve to build and fine-tune your selling skills and disciplines. The lectures, the exercises, and the tools we create will help you re-assess your approach to customers and will make you more efficient and effective in each and every "touch" in the sales process. Entrepreneurs. As they try to grow their businesses, entrepreneurs face an immediate challenge: how do I acquire and retain more and more customers such that my business has consistent and steady growth? This course is designed to expand and deepen entrepreneur's understanding of the sales process and the unique skills and disciplines they must master in order to be successful. Career Changers. Most of us switch roles and careers a handful of times throughout our lives. These transition periods can be stressful because looking for a new job or changing careers is just another form of selling: you are selling yourself! This course will help career changers gain a new perspective on the selling challenge and equip them with the key tools they need to write their next chapter.
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Last updated February 17, 2018