Oct 24th 2016

Sales Strategies: Mastering the Selling Process (Coursera)

Created by:Delivered by:
Taught by:

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 a 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!


Week 1: Get Ready!

Week 2: The Entrepreneurial Selling Process

Week 3: Selling Happens in a Conversation

Week 4: Qualifying & Handling Objections

Week 5: Running High Impact Meetings & Telling Great Stories