About this Course
4.7
11 ratings
2 reviews
In Course 3 of the Art of Sales Specialization, you will learn how to give great presentations with dashing style and self-confidence. You will also learn how to ask the looming closing question. Finally, you will learn how to develop your brand and go above and beyond for your clients....
Globe

100% online courses

Start instantly and learn at your own schedule.
Calendar

Flexible deadlines

Reset deadlines in accordance to your schedule.
Beginner Level

Beginner Level

Clock

Suggested: 3 Weeks, 5-7 hours per week

Approx. 5 hours to complete
Comment Dots

English

Subtitles: English
Globe

100% online courses

Start instantly and learn at your own schedule.
Calendar

Flexible deadlines

Reset deadlines in accordance to your schedule.
Beginner Level

Beginner Level

Clock

Suggested: 3 Weeks, 5-7 hours per week

Approx. 5 hours to complete
Comment Dots

English

Subtitles: English

Syllabus - What you will learn from this course

1

Section
Clock
5 hours to complete

Week 1: Presenting with Panache

In Week 1 we will look at what makes a presentation magnetic. Many of us find ourselves giving presentations in various forms and speaking to groups. The frequency of presenting increases as we move through our career. We will look more broadly at what makes up a successful presentation, and the key elements that set it apart from an average presentation. ...
Reading
8 videos (Total 11 min), 9 readings
Video8 videos
Meet Craig Wortmann1m
Presenting with Panache: Preparation1m
Presenting with Panache: Presentation1m
Presenting with Panache: Process1m
Presenting with Panache: Presence2m
Barter Exercisem
Role Play: Barter Exercise2m
Reading9 readings
Meet The Team10m
How Do I Get The Most Out Of This Course?10m
FAQ10m
The 3 Clear Points of Week 110m
Worksheet and Readingm
Final Project Prep Assignment: Setting a Sales Goal15m
Final Project Prep: Knowledge Skill Discipline Framework30m
Final Project Prep Assignment: Presenting with Panache30m
Capstone Prep Assignment - Barter Project10m

2

Section
Clock
2 hours to complete

Week 2: Will You Marry Me?

Closing a deal is not as scary as many people make it out to be. How do you do close without feeling awkward or coming across as manipulative? We will challenge the notion that closing is a technique that salespeople have to learn....
Reading
2 videos (Total 3 min), 2 readings, 1 quiz
Video2 videos
Will You Marry Me?2m
Reading2 readings
The 3 Clear Points of Week 210m
Capstone Prep Assignment - Barter Project10m
Quiz1 practice exercise
Final Project Prep: Will You Marry Me?m

3

Section
Clock
7 hours to complete

Week 3: Falling in Love with Brand You

As salespeople, we must care as much about post-sale discipline and skill as we do the sale itself. This requires entirely new skills and disciplines. So once you’ve won the customer, how do you get them to fall in love?...
Reading
6 videos (Total 8 min), 4 readings, 3 quizzes
Video6 videos
The Win/Loss Debrief2m
Brand You2m
Going Above and Beyond1m
Course 3 Closingm
Barter Updatem
Reading4 readings
The 3 Clear Points of Week 310m
Worksheet and Readings10m
Final Project Prep Assignment: Win/Loss Debriefm
Capstone Prep Assignment - Barter Project10m
Quiz2 practice exercises
Final Project Prep: Win/Loss Debriefm
Final Project Prep: Falling in Love With Brand Youm

Instructor

Craig Wortmann

CEO, Sales Engine Inc; Venture Partner, Pritzker Group Venture Capital; Clinical Professor, Kellogg School of Management

About Northwestern University

Northwestern University is a private research and teaching university with campuses in Evanston and Chicago, Illinois, and Doha, Qatar. Northwestern combines innovative teaching and pioneering research in a highly collaborative environment that transcends traditional academic boundaries. ...

About the The Art of Sales: Mastering the Selling Process Specialization

Close more deals and improve the performance of any sales team. The Art of Sales Specialization is designed to make you more effective and efficient as you pursue your sales goals. Understand how to stand out in the crowd, attract customers, and build support for your initiatives within your company. Knowing how to “get to yes” is a crucial skill that can improve many facets of your life. Prepare to be tested, taught, and transformed as you learn to locate new customers and get great results....
The Art of Sales: Mastering the Selling Process

Frequently Asked Questions

  • Once you enroll for a Certificate, you’ll have access to all videos, quizzes, and programming assignments (if applicable). Peer review assignments can only be submitted and reviewed once your session has begun. If you choose to explore the course without purchasing, you may not be able to access certain assignments.

  • 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. Your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile. If you only want to read and view the course content, you can audit the course for free.

More questions? Visit the Learner Help Center.