Setting Up Your Sale (Coursera)

Learning Objectives

By the end of this course, you will be able to:

- Describe the importance of regular customer research Identify the various sources of information involved in customer research.

- Identify the factors that are key for establishing credibility & trust with customers (and what happens without it) Adopt a mindset of building trust with customers.

- Identify the five key areas for establishing rapport.

- Identify strategies for conveying insights to the right contact within the customer organization in a compelling manner.

- Describe the benefits of As A Service (aaS) models.

- Describe the reasons that digital transformation is important to organizations.

- Describe key data center technologies.

- Describe the relationship between software and external hardware in the functioning of a computer.

- Identify the key components of a computer.

- Apply probing and drill-down questioning to uncover further important customer information.

This course is primarily aimed at people who are interested in beginning a career in IT Sales and as such, learners are not required to have prior sales or technical experience. This course is recommended for students looking to begin their career as well as those who are looking for a career change or transition.

This course is part of the Develop with Dell: IT Sales Specialization.

What you'll learn

Identify strategies for conveying insights to the right contact within the customer organization in a compelling manner.

Apply probing and drill-down questioning to uncover further important customer information.

Syllabus

Lead the Sale with Insight

Relationships are critical for sellers and this week is all about getting to know your customer. You’ll learn about establishing a rapport and building trust with your customer. We’ll also go through some best practices for opening customer call.

IT Sales Technical Foundations

This week is all about technology. While the majority of our curriculum centers on the skills needed to sell, in order to be successful in the tech industry, you’ll also need some technical foundations. This module provides a high-level view of computers and data center concepts. This week will also feature an introduction to digital transformation which is changing the world as we know it.

Uncover the Customer's Needs

This week will be focused on effective questioning. Questions are some of the greatest tools you will have as a seller. Learning how to ask the right questions will go a long way towards helping you understand your customer’s needs and providing them the right solution.