Customer Segmentation and Prospecting (Coursera)

Course 1 of 4 in the The Art of Sales: Mastering the Selling Process Specialization.

Syllabus

WEEK 1

It All Starts With a Goal

Week 1 will cover the purpose of the course and the foundational framework of knowledge, skill and discipline. We will tackle the expectations for the course and what to anticipate over the next several weeks. Finally, we will discuss the flow of the course and the assignments required for success.

WEEK 2

Selling is a Contact Sport

Week 2 gets you ready to make contact with the market. What problem are you solving? What is your target market? Who are the customers within that target market and how will you talk to them? We will discuss and determine several ways to narrow your target list and learn how to write the perfect introductory email.

WEEK 3

Selling Happens in a Conversation

Week 3 will equip you with a framework for a sales conversation that you can use in social situations and many other settings. This part of the sales process is where you are trying to generate leads and determine which prospects are potential customers and which are dead-ends. We will explore how to “on-ramp” a prospect into the right kind of conversation such that you can quickly determine whether this person has potential.

WEEK 4

Qualify, Hard and Early

In Week 4 we explore the actions to take if the person you are talking to turns out to NOT be a prospect. We will also look at what changes when someone might be a prospect. Finally, we will talk about qualifying which helps quickly determine if someone can and will do business with you.