Class Central is learner-supported. When you buy through links on our site, we may earn an affiliate commission.

Coursera

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

Kennesaw State University via Coursera

Overview

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.

Syllabus

  • Why is Prospecting Important?
  • Prospecting Best Practices
  • Finding High-Quality Leads
  • Establishing the Needs

Taught by

Terry Loe and Scott Inks

Reviews

Start your review of Professional Selling: Step 2 - Prepare Like a High-Performer

Never Stop Learning.

Get personalized course recommendations, track subjects and courses with reminders, and more.

Someone learning on their laptop while sitting on the floor.