Selling with Confidence

This course is part of Develop with Dell: IT Sales Specialization

Instructor: Develop with Dell

2,075 already enrolled

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3 modules

Gain insight into a topic and learn the fundamentals.

21 reviews

Beginner level

Recommended experience

5 hours to complete

Flexible schedule

Learn at your own pace

3 modules

Gain insight into a topic and learn the fundamentals.

21 reviews

Beginner level

Recommended experience

5 hours to complete

Flexible schedule

Learn at your own pace

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

Details to know

Shareable certificate

Add to your LinkedIn profile

Assessments

5 assignments

Taught in English

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This course is part of the Develop with Dell: IT Sales Specialization

When you enroll in this course, you'll also be enrolled in this Specialization.

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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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Instructor

Develop with Dell

Dell

12 Courses 8,073 learners

Offered by

Dell

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Reviewed on Feb 17, 2024

it was worth the time it took. learned a lot and i'm thankful to the mentors and Coursera platform for providing me the opportunity to learn such a valuable skill.

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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.