Sales Training: Techniques for a Human-Centric Sales Process (Coursera)

By following this process, you'll be able to jumpstart your career in sales with tactical tips and advice to run an effective sales playbook.

Course 2 of 4 in the Sales Training for High Performing Teams Specialization.

Syllabus

WEEK 1

Techniques for a Human-Centric Sales Process.

In this module, we'll introduce the course, what you can expect, and the importance of being able to sell.

WEEK 2

How To Find Businesses To Sell To

In this module, we'll introduce how to find businesses to sell to, referred to as prospecting. We'll cover basic prospecting techniques on Google, social media, networking events and more passive prospecting through simple inbound marketing for salespeople. There are further readings to learn about other prospecting tactics, activities for you to complete, and assessments to take.

WEEK 3

How to Book Meetings with Your Prospects

In this module, you will learn how to filter for high-quality, good fit prospects. You'll do this by writing effective prospecting emails that communicate your value proposition to book meetings with prospects. We've provided further readings and resources to help you write better emails, activities for you to complete, and assessments to take.

WEEK 4

Qualifying a Prospect Through Conversation

In this module, you're going to learn about the importance of the exploratory call and how that helps you further qualify your prospects through conversation. You'll get scripts and phrases to help you run the call and get the information you need while building a relationship with your prospects. There are further readings to learn about other prospecting tactics, activities for you to complete, and assessments to take.

WEEK 5

Handle Objections and Close the Deal

In this module, you've nearly reached the end of the sales process and will learn how to handle objections, negotiate, and close the deal. You'll learn three closing techniques and the do's and don'ts of negotiation. There are further readings to learn about other prospecting tactics, activities for you to complete, and assessments to take.

WEEK 6

Congrats!