Sales Strategies: Mastering the Selling Process
School: University of Chicago (Booth)
Registration Link: REGISTER HERE
Start Date: January 1, 2018 (5 Weeks Long)
Workload: 3-5 Hours Per Week
Instructor: Craig Wortmann
Credentials: In 2017, Worthmann joined Northwestern University’s Kellogg School of Management as the founder and executive director of the Kellogg Sales Institute. Before that, he spent nine years with the University of Chicago’s Booth School of Business, where he received its 2012 Faculty Excellence Award. Outside class, Wortmann authored What’s Your Story, which illustrates how sales professionals can use storytelling to build rapport, credibility, and urgency. His Booth course on “Entrepreneurial Selling” was once named one of the top ten college courses by Inc., where he is also a columnist. A Kellogg MBA, Wortmann was previously a successful entrepreneur and leading sales rep at IBM.
Graded: Students must complete all assignments to pass the course.
Description: Every interaction is a sale. When you meet strangers, do they leave with the impression that you’re engaging and honorable? If not, you’ve failed to close the sale. At home, can you convince your children to finish their homework or complete a chore…without threatening? If so, you’ve made a sale. In essence, sales comes down to persuading someone to take action that they would normally avoid. It isn’t manipulation, but persuasion that results in a win-win for both parties. It is an exercise in partnership over power and learning over lecturing.
Using lectures, readings, and exercises, Wortmann will show readers how to “acquire and delight customers, use selling skills in different contexts, tell powerful stories, manage the entrepreneurial selling process.” Covering both the business-to-business and business-to-consumer markets, the course is designed to teach students how to sell themselves as much as a solution. In addition, Wortmann will also share trademark tools including a prospecting script, a list of consultative questions, and sample introductory emails and proposals to help guide students through the sales process.
Review: “Craig is spot on the topic of grooming us into the sales process. He makes it look is obvious that these are very basic and crucial steps in making sales. After spending 25+ years in technology profession, I was never introduced to a structured way of sales, that I got here first hand. I am really thankful to Craig and Coursera to have this high quality and high impact material available to global students.” For additional reviews, click here.