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August 19, 2024
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Learn the "WHY" and the "HOW" of successful sales. Including much from a university degree program, these courses will teach learners essential skills and techniques, rooted in research, that will help them become successful, high-performing sales people.
Instructors: Scott Inks
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(33 reviews)
Recommended experience
Beginner level
This specialization is carefully designed to be valuable to you as a sales rookie, a veteran professional, or sales leader.
(33 reviews)
Recommended experience
Beginner level
This specialization is carefully designed to be valuable to you as a sales rookie, a veteran professional, or sales leader.
How to THINK like a high-performer. How to PREPARE like a high-performer. How to BE a high-performer.
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This specialization is intended for salespeople who want to take their skills to the next level. It uses an approach that includes the latest best practices from empirically-driven research and field-tested practices. This specialization features high-quality, professional video production along with challenging assignments. Together, the content is designed to be valuable to you as a sales rookie, a veteran professional, or sales leader. This specialization will help you:
Identify gaps in your current approach, or if needed
Completely retool your approach.
This specialization will also be valuable to those just entering the sales field, including:
Business Owners
Entrepreneurs, and
Sales Managers who have little or no training in the professional selling process.
Applied Learning Project
Learners will complete challenging projects related to the sales instruction they receive. These projects include:
Creating an Initial Sales Presentation
Qualifying and Prioritizing Leads
Identifying Needs
Creating a Sales Call Plan
Creating a Presentation of Solutions
Foundational Skills and Knowledge Required of High Performing Salespeople. This course takes the mystery out of sales and the sales process. Learners will gain a clear understanding of the sales process and the fundamental skills required to build lasting, long-term, trusting relationships with customers. Participants in Course One will be provided “The Road Map” to the sales process and learn how the highest performing salespeople think about sales and sales activity. Important to successfully developing strong relationships is understanding how to build trust and how salespeople move customers through their purchasing decisions.
Foundational Skills and Knowledge Required of High Performing Salespeople. This course takes the mystery out of prospecting and establishing needs. Learners will gain a clear understanding of the prospecting process and the fundamental skills required to build lasting, long-term, trusting relationships with customers. Participants in Course Two will gain skills in understanding their product's value, identifying good prospects, maximizing the sales funnel, improving conversion ratios, creating a strategic prospecting plan, understanding the WIFM, creating an effective elevator speech, overcoming call reluctance, and so much more.
Foundational Skills and Knowledge Required of High Performing Salespeople. This course takes the mystery out of sales call preparation, execution, and follow up. Learners will gain a clear understanding of the sales process and the fundamental skills required to build lasting, long-term, trusting relationships with customers. Participants in Course Three will gain skills in planning a sales call from beginning to end while also seeking out opportunities to connect with the prospect. Important to successfully engaging with the prospect is being able to present and quantify the product as a solution to the prospect's problems. Successful salespeople need to be able to manage objections, build trust, and gain commitment as well as follow up with their prospect and turn them into a buyer.
Add this credential to your LinkedIn profile, resume, or CV. Share it on social media and in your performance review.
Kennesaw State is a Carnegie-designated doctoral research institution (R2), placing it among an elite group of only 6 percent of U.S. colleges. A leader in innovative teaching and learning, KSU is making an impact across the region, the nation and around the world. As the third largest university in the state of Georgia, Kennesaw State has nearly 45,000 students enrolled in over 180 undergraduate, master’s, doctoral degree and certificate programs.
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This course is completely online, so there’s no need to show up to a classroom in person. You can access your lectures, readings and assignments anytime and anywhere via the web or your mobile device.
If you subscribed, you get a 7-day free trial during which you can cancel at no penalty. After that, we don’t give refunds, but you can cancel your subscription at any time. See our full refund policy.
Yes! To get started, click the course card that interests you and enroll. You can enroll and complete the course to earn a shareable certificate, or you can audit it to view the course materials for free. When you subscribe to a course that is part of a Specialization, you’re automatically subscribed to the full Specialization. Visit your learner dashboard to track your progress.
Yes. In select learning programs, you can apply for financial aid or a scholarship if you can’t afford the enrollment fee. If fin aid or scholarship is available for your learning program selection, you’ll find a link to apply on the description page.
When you enroll in the course, you get access to all of the courses in the Specialization, and you earn a certificate when you complete the work. If you only want to read and view the course content, you can audit the course for free. If you cannot afford the fee, you can apply for financial aid.
This Specialization doesn't carry university credit, but some universities may choose to accept Specialization Certificates for credit. Check with your institution to learn more.
¹ Median salary and job opening data are sourced from Lightcast™ Job Postings Report. Data for job roles relevant to featured programs (2/1/2024 - 2/1/2025)
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