Selling with Confidence
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Selling with Confidence
This course is part of Develop with Dell: IT Sales Specialization
Instructor: Develop with Dell
2,143 already enrolled
Included with
What you'll learn
Evaluate the relationship between value propositions and buyer motivations.
Build and deliver a value proposition as a way to secure customer commitment.
Skills you'll gain
- Business Communication
- Value Propositions
- Technical Sales
- General Sales Practices
- Phone Sales
- Sales
- Sales Presentations
- Overcoming Objections
- Inside Sales
- Sales Process
- Closing (Sales)
- Outside Sales
- Telephone Skills
- Selling Techniques
- Sales Development
- Sales Strategy
- Consumer Behaviour
- Sales Presentation
- Customer Service
Details to know
5 assignments
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There are 3 modules in this course
This course is designed to give the learner the confidence to complete the sale by providing business value, while teaching the ins and outs of overcoming objections and going for the close. This course is primarily aimed at people who are interested in beginning a career in IT Sales and as such, learners are not required to have prior sales or technical experience. This course is recommended for students looking to begin their career as well as those who are looking for a career change or transition.
After completing this course, you will be able to: -Communicate the ways that a proposed solution will deliver business value -Evaluate the relationship between value propositions and buyer motivations -Identify the four key components of a value proposition. -Identify common types of customer objections. -Use three step approach (acknowledge, understand, respond) to address customer issues. -Build and deliver a value proposition as a way to secure customer commitment. -Identify best practices for keeping control of the call. This is the third course in the Develop with Dell: IT Sales Specialization.
Welcome! This course will provide you with the confidence to finish the sale. In the next few modules, you will learn about providing business value. We’ll cover the ins and outs of overcoming objections and going for the close. This course focuses heavily on practicing all the skills learned throughout the previous courses.
What's included
4 videos3 readings2 assignments1 discussion prompt
4 videos•Total 13 minutes
- Welcome to Selling With Confidence•1 minute
- Showing the Value Introduction•1 minute
- Value Propositions•5 minutes
- Selling Business Value•7 minutes
3 readings•Total 20 minutes
- Course Syllabus: Selling with Confidence•5 minutes
- Value Proposition Examples•10 minutes
- Three Keys of Value-Based Selling•5 minutes
2 assignments•Total 60 minutes
- Building a Business Value Pitch•30 minutes
- Understanding Business Value•30 minutes
1 discussion prompt•Total 10 minutes
- Value Propositions•10 minutes
While everyone wants their customer interactions to go smoothly, you will inevitably run into some sort of conflict as a seller. This week’s lessons are designed to give you strategies for dealing with difficult customer interactions. We’ll cover ways to address general customer dissatisfaction, along with handling objections during the sales process.
What's included
3 videos2 readings2 assignments1 discussion prompt
3 videos•Total 16 minutes
- Overcoming Objections Introduction•1 minute
- Handling Customer Dissatisfaction•6 minutes
- Objection Handling•9 minutes
2 readings•Total 20 minutes
- A Guide to Handling Difficult Customers•10 minutes
- Common Sales Objections•10 minutes
2 assignments•Total 40 minutes
- Dissatisfied Customer Scenario•10 minutes
- Handling Customers and Objections•30 minutes
1 discussion prompt•Total 15 minutes
- Responding to Objections•15 minutes
This week you will learn about closing the deal. You’ll learn about tips for controlling the call and various ways to secure commitments from your customers. You’ll be able to leverage the skills and knowledge you have gained throughout the program to complete the sale.
What's included
4 videos2 readings1 assignment2 discussion prompts
4 videos•Total 23 minutes
- Closing the Deal Introduction•0 minutes
- Keeping Control of the Call•10 minutes
- Gaining Commitment•12 minutes
- Course Close•1 minute
2 readings•Total 25 minutes
- How to Close a Sale•15 minutes
- Closing Remarks from the Team•10 minutes
1 assignment•Total 30 minutes
- Closing the Deal•30 minutes
2 discussion prompts•Total 25 minutes
- Controlling a Call•10 minutes
- Types of Closing Approaches•15 minutes
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Reviewed on Feb 17, 2024
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Frequently asked questions
To access the course materials, assignments and to earn a Certificate, you will need to purchase the Certificate experience when you enroll in a course. You can try a Free Trial instead, or apply for Financial Aid. The course may offer 'Full Course, No Certificate' instead. This option lets you see all course materials, submit required assessments, and get a final grade. This also means that you will not be able to purchase a Certificate experience.
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.
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.
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