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.

Scott Inks +1 more instructor

Offered By

Professional Selling: 3 Steps to High-Performance SpecializationUniversity System of Georgia

What you will learn

How to THINK like a high-performer. How to PREPARE like a high-performer. How to BE a high-performer.

Skills you will gain

Prospecting
Knowing the Buyer's Journey
Establishing Needs
Sales Call Preparation
Handling Objections
Build enhanced communications skills required in sales interactions
Know how to build and gaine genuine trust of customers that leads to lasting business relationships
Understand the fundamentals of the sales process
Understand how high performing sales people approach sales
Understand how customers think and progress through their decision process to make purchasing decisions
Utilize methods for talking with and engaging leads
Strategize to gain qualified leads and referrals

About this Specialization

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

Shareable Certificate

Earn a Certificate upon completion

100% online courses

Start instantly and learn at your own schedule.

Coursera Labs

Includes hands on learning projects.

Learn more about Coursera Labs

Flexible Schedule

Set and maintain flexible deadlines.

Beginner Level

Approximately 2 months to complete

Suggested pace of 4 hours/week

English

Could your company benefit from training employees on in-demand skills?

Try Coursera for Business

Shareable Certificate

Earn a Certificate upon completion

100% online courses

Start instantly and learn at your own schedule.

Coursera Labs

Includes hands on learning projects.

Learn more about Coursera Labs

Flexible Schedule

Set and maintain flexible deadlines.

Beginner Level

Approximately 2 months to complete

Suggested pace of 4 hours/week

English

Could your company benefit from training employees on in-demand skills?

Try Coursera for Business

See how employees at top companies are mastering in-demand skills

Learn more about Coursera for Business

How the Specialization Works

Take Courses

A Coursera Specialization is a series of courses that helps you master a skill. To begin, enroll in the Specialization directly, or review its courses and choose the one you'd like to start with. When you subscribe to a course that is part of a Specialization, you’re automatically subscribed to the full Specialization. It’s okay to complete just one course — you can pause your learning or end your subscription at any time. Visit your learner dashboard to track your course enrollments and your progress.

Hands-on Project

Every Specialization includes a hands-on project. You'll need to successfully finish the project(s) to complete the Specialization and earn your certificate. If the Specialization includes a separate course for the hands-on project, you'll need to finish each of the other courses before you can start it.

Earn a Certificate

When you finish every course and complete the hands-on project, you'll earn a Certificate that you can share with prospective employers and your professional network.

There are 3 Courses in this Specialization

Course1

Course 1

Professional Selling: Step 1 - Think Like a High-Performer

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.

Course2

Course 2

Professional Selling: Step 2 - Prepare Like a High-Performer

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.

Course3

Course 3

Professional Selling: Step 3 - Become a High-Performer

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.

Instructors

Scott Inks

Associate Professor; Co-Director, Center for Professional Selling

Marketing & Professional Sales

103 Learners

3 Courses

Terry Loe

Co-Director of the Center for Professional Selling; Professor of Marketing and Sales

Coles College of Business; Kennesaw State University

103 Learners

3 Courses

Offered by

University System of Georgia

Frequently Asked Questions

What is the refund policy?
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.
Can I just enroll in a single course?
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.
Is financial aid available?
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.
Can I take the course for free?
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.
Is this course really 100% online? Do I need to attend any classes in person?
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.
Will I earn university credit for completing the Specialization?
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.

More questions? Visit the Learner Help Center.

Build employee skills, drive business results

Discover Coursera for Business

Professional Selling: 3 Steps to High-Performance Specialization

What you will learn

Skills you will gain

About this Specialization

Applied Learning Project