Sales Training: Techniques for a Human-Centric Sales Process

Go to Course: https://www.coursera.org/learn/sales-process-techniques-training

Introduction

# Course Review: Sales Training: Techniques for a Human-Centric Sales Process on Coursera ## Overview In the ever-evolving world of sales, the approach to selling has significantly shifted towards being more empathetic and human-centric. Coursera’s "Sales Training: Techniques for a Human-Centric Sales Process" course is a refreshing offering that teaches sales professionals how to adapt to this modern selling philosophy. Ideal for both new and seasoned salespeople, this course focuses not only on traditional sales tactics but also emphasizes the importance of being genuinely helpful and building robust relationships with prospects. ### Course Structure The course is structured into several modules, each designed to enhance different aspects of your sales skills. Here’s a detailed breakdown of what you can expect: 1. **Techniques for a Human-Centric Sales Process** - This introductory module sets the stage, highlighting the importance of modern sales strategies and how they differ from traditional, pushy sales tactics. 2. **How To Find Businesses To Sell To** - Here, you will dive into prospecting. This module equips you with essential techniques for identifying and targeting potential customers through diverse platforms like Google, social media, and even local networking events. It’s packed with practical activities and assessments that encourage hands-on learning. 3. **How to Book Meetings with Your Prospects** - Crafting compelling emails can make or break your initial outreach. In this module, you’ll learn how to write effective emails that resonate with your target audience. This segment also underscores the art of clearly communicating your value proposition. 4. **Qualifying a Prospect Through Conversation** - This segment emphasizes the importance of exploratory calls. You’ll be provided with scripts and conversational techniques that enhance prospect qualification while fostering relationships. Assessments and further readings enrich your understanding of this essential aspect of sales. 5. **Handle Objections and Close the Deal** - Here, you’ll learn tactics for successfully negotiating and closing deals. The course provides practical advice on handling objections gracefully and introduces three effective closing techniques that will empower you in high-stakes situations. ### Key Features - **Interactive Learning**: The course includes activities, further readings, and assessments that encourage participation and reinforcement of learning. - **Practical Techniques**: The focus is on actionable advice, making it easy to apply what you learn in your career immediately. - **Supportive Community**: Engage with a community of learners who share insights and experiences that further enrich the learning experience. ### Who Should Take This Course? Whether you’re looking to start a career in sales or seeking to refine your existing skills, this course is suitable for a range of participants, including: - New entrants to the sales field who need foundational skills. - Experienced sales professionals looking to adapt to a more human-centric approach. - Entrepreneurs and business owners who must engage in sales conversations. ### Final Thoughts "Sales Training: Techniques for a Human-Centric Sales Process" is a valuable investment for anyone serious about excelling in sales. The emphasis on building genuine relationships along with practical tools prepares learners to navigate the challenges of modern sales with confidence. The course format is engaging, and the content is both relevant and applicable. If you’re ready to jumpstart or revitalize your sales career with a compassionate and strategic approach, I highly recommend enrolling in this course on Coursera. You'll not only enhance your sales skills but also adopt a mindset that prioritizes relationship-building and customer satisfaction over hard selling. This could very well be the key to your success in today’s competitive marketplace.

Syllabus

Techniques for a Human-Centric Sales Process.

In this module, we'll introduce the course, what you can expect, and the importance of being able to sell.

In this module, we'll introduce how to find businesses to sell to, referred to as prospecting. We'll cover basic prospecting techniques on Google, social media, networking events and more passive prospecting through simple inbound marketing for salespeople. There are further readings to learn about other prospecting tactics, activities for you to complete, and assessments to take.

In this module, you will learn how to filter for high-quality, good fit prospects. You'll do this by writing effective prospecting emails that communicate your value proposition to book meetings with prospects. We've provided further readings and resources to help you write better emails, activities for you to complete, and assessments to take.

In this module, you're going to learn about the importance of the exploratory call and how that helps you further qualify your prospects through conversation. You'll get scripts and phrases to help you run the call and get the information you need while building a relationship with your prospects. There are further readings to learn about other prospecting tactics, activities for you to complete, and assessments to take.

In this module, you've nearly reached the end of the sales process and will learn how to handle objections, negotiate, and close the deal. You'll learn three closing techniques and the do's and don'ts of negotiation. There are further readings to learn about other prospecting tactics, activities for you to complete, and assessments to take.