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ART OF SALES 2, 5.11 (G) Now Make Contact! Final Project

5.11 (G) Now Make Contact! Final Project

Peer-graded Assignment: Now Make Contact! Final Project Submit by Feb 9, 11:59 PM PST Important Information It is especially important to submit this assignment before the deadline, Feb 9, 11:59 PM PST, because it must be graded by others. If you submit late, there may not be enough classmates around to review your work. This makes it difficult - and in some cases, impossible - to produce a grade. Submit on time to avoid these risks.

Instructions

Submit all the worksheets and selected self-reflections from the weekly assessments. You should have already completed the majority of these during the weeks leading up to this assignment. Review criteria less Everyone enrolled in the course must review at least three other submissions to ensure everyone receives a grade; however, many learners complete more to help their peers who are still waiting. For each prompt, you will be graded on whether or not you completed the assignment, as well as on the quality of your responses. Step-By-Step Assignment Instructions less Now Make Contact! Final Project Submit all the worksheets and selected self-reflections from the weekly assessments. Below is the list of all the items you are required to submit. You should have already completed the majority of these during the weeks leading up to this assignment. From Week 1: Setting a Sales Goal You should already have this if you completed Course 1. This is your chance to revise your goal if needed. If your goal does not need revision, then you can submit the same worksheet as in Course 1. Pick a Goal: Using the “Setting a Sales Goal” Worksheet, write down a current sales goal you would like to hit in the next 6 months. Your goal could be about selling yourself or your company (at work, a job interview, or with family/friends). This is the goal you will be working on throughout the specialization. Turn in your completed copy of this worksheet. Note: We highly recommend that you type your answers in a separate document if you cannot type into the pdf, especially if your handwriting is difficult to read. If you use a typed document, please be sure to label all of your answers with their corresponding label from the worksheet. Linked Worksheet: Setting a Sales Goal Knowledge Skill Discipline Framework for Course 2 Go back to your “Knowledge, Skill, Discipline” worksheet from the Course 1 and identify another skill and another discipline (just one of each) that you would like to work on during this second course. This must be different from what you worked on in the last course. Turn in your completed copy of this worksheet with your new skill and discipline you plan to work on during Course 2. Note: We highly recommend that you type your answers in a separate document if you cannot type into the pdf, especially if your handwriting is difficult to read. If you use a typed document, please be sure to label all of your answers with their corresponding label from the worksheet. If you did not take the first course, review the Knowledge, Skill, Discipline video in Course 1 and complete the Knowledge Skill Discipline Framework Worksheet. Linked Worksheet: Knowledge Skill Discipline Framework Writing Thank You Notes Reflect on your last five conversations where you were selling yourself or your company (at work, a job interview, or with family/friends) and write and send each person involved a thank you note. These could be the five sales conversations that you did in the fourth week of the first course in this specialization, but they do not have to be. Send or give the notes to those individuals. You should write and deliver a minimum of five individual thank you notes. Answer the following questions: List the first names of the five individuals you sent thank-you notes to and what you thanked them for. How did this activity go? What was easy to write and where did you struggle? What can you do in the future to make your notes better? Week 2: Writing Impact Questions Impact questions help you further understand your audience, provide an entry point to discuss your value proposition, or cause your audience to explore options. Average people ask average questions. High-performers get better, more actionable information from their audience because they ask better questions. Use the “Impact Question List” worksheet to build a list of at least three impact questions related to your sales goals. Your impact questions need to be different than the impact questions on the worksheet. Turn in your completed copy of this worksheet with your three impact questions. Note: We highly recommend that you type your answers in a separate document if you cannot type into the pdf, especially if your handwriting is difficult to read. Linked Worksheet: Impact Questions List Worksheet

Week 3: Objections Matrix Build your personal objections matrix using the “Objection Handling” worksheet. For this tool, capture as many objections as possible, the clarifying questions for each, and a response to each objection. If you need to use multiple copies of the worksheet to capture all the objections, go for it. For this exercise, please capture at least three objections, the clarifying questions for each, and a response to each question. Turn in your completed copy of this worksheet. Note: We highly recommend that you type your answers in a separate document if you cannot type into the pdf, especially if your handwriting is difficult to read. Linked Worksheet: Objection Handling Worksheet

Handling Objections After you've built your personal objections matrix, go out and handle an objection in your life (at work, a job interview, or with family/friends). Reflect on how you were able to stay true to the process. Make sure to highlight at least two things that went well, and two things that you could do better next time. Please answer the following questions about your objection: Questions: Describe the objection you handled in 2-3 sentences. Identify two things that you did well. Identify two areas where you can improve.

Instructions Continued Below....

Instructions Continued less Week 4: Your Story Matrix Worksheet Create a Story Matrix using the “Your Story Matrix” Worksheet so you can tell the right story at the right time for the right reasons! Capture a ‘starter set' of five stories you will tell in order to move a situation forward, educate an audience, or connect a prospect or partner to something that's important about you or your company. If you need some help constructing your stories, be sure to use the “What's Your Story? Story Canvas” Worksheet. Turn in your completed copy of this worksheet. Note: We highly recommend that you type your answers in a separate document if you cannot type into the pdf, especially if your handwriting is difficult to read. Linked Worksheet: Story Matrix

Week 5: How to Give and Receive Feedback Deliver feedback using the feedback model to someone you work with and reflect on it using the “How to Give and Receive Feedback” Worksheet. You can deliver feedback to a family member or friend if you do not have someone at work to deliver feedback to. Make sure to highlight at least two things that went well, and two things that you could do better next time. Turn in your completed copy of this worksheet and answer the two questions below. Note: We highly recommend that you type your answers in a separate document if you cannot type into the pdf, especially if your handwriting is difficult to read. Questions: Identify two things that you did well. Identify two areas where you can improve.


5.11 (G) Now Make Contact! Final Project

Peer-graded Assignment: Now Make Contact! Final Project Submit by Feb 9, 11:59 PM PST Important Information It is especially important to submit this assignment before the deadline, Feb 9, 11:59 PM PST, because it must be graded by others. If you submit late, there may not be enough classmates around to review your work. This makes it difficult - and in some cases, impossible - to produce a grade. Submit on time to avoid these risks.

Instructions

Submit all the worksheets and selected self-reflections from the weekly assessments. You should have already completed the majority of these during the weeks leading up to this assignment. Review criteria less  Everyone enrolled in the course must review at least three other submissions to ensure everyone receives a grade; however, many learners complete more to help their peers who are still waiting. For each prompt, you will be graded on whether or not you completed the assignment, as well as on the quality of your responses. Step-By-Step Assignment Instructions less  Now Make Contact! Final Project Submit all the worksheets and selected self-reflections from the weekly assessments. Below is the list of all the items you are required to submit. You should have already completed the majority of these during the weeks leading up to this assignment. From Week 1: Setting a Sales Goal You should already have this if you completed Course 1. This is your chance to revise your goal if needed. If your goal does not need revision, then you can submit the same worksheet as in Course 1. Pick a Goal: Using the “Setting a Sales Goal” Worksheet, write down a current sales goal you would like to hit in the next 6 months. Your goal could be about selling yourself or your company (at work, a job interview, or with family/friends). This is the goal you will be working on throughout the specialization. Turn in your completed copy of this worksheet. Note: We highly recommend that you type your answers in a separate document if you cannot type into the pdf, especially if your handwriting is difficult to read. If you use a typed document, please be sure to label all of your answers with their corresponding label from the worksheet. Linked Worksheet: Setting a Sales Goal Knowledge Skill Discipline Framework for Course 2 Go back to your “Knowledge, Skill, Discipline” worksheet from the Course 1 and identify another skill and another discipline (just one of each) that you would like to work on during this second course. This must be different from what you worked on in the last course. Turn in your completed copy of this worksheet with your new skill and discipline you plan to work on during Course 2. Note: We highly recommend that you type your answers in a separate document if you cannot type into the pdf, especially if your handwriting is difficult to read. If you use a typed document, please be sure to label all of your answers with their corresponding label from the worksheet. If you did not take the first course, review the Knowledge, Skill, Discipline video in Course 1 and complete the Knowledge Skill Discipline Framework Worksheet. Linked Worksheet: Knowledge Skill Discipline Framework Writing Thank You Notes Reflect on your last five conversations where you were selling yourself or your company (at work, a job interview, or with family/friends) and write and send each person involved a thank you note. These could be the five sales conversations that you did in the fourth week of the first course in this specialization, but they do not have to be. Send or give the notes to those individuals. You should write and deliver a minimum of five individual thank you notes. Answer the following questions: List the first names of the five individuals you sent thank-you notes to and what you thanked them for. How did this activity go? What was easy to write and where did you struggle? What can you do in the future to make your notes better? Week 2: Writing Impact Questions Impact questions help you further understand your audience, provide an entry point to discuss your value proposition, or cause your audience to explore options. Average people ask average questions. High-performers get better, more actionable information from their audience because they ask better questions. Use the “Impact Question List” worksheet to build a list of at least three impact questions related to your sales goals. Your impact questions need to be different than the impact questions on the worksheet. Turn in your completed copy of this worksheet with your three impact questions. Note: We highly recommend that you type your answers in a separate document if you cannot type into the pdf, especially if your handwriting is difficult to read. Linked Worksheet: Impact Questions List Worksheet

Week 3: Objections Matrix Build your personal objections matrix using the “Objection Handling” worksheet. For this tool, capture as many objections as possible, the clarifying questions for each, and a response to each objection. If you need to use multiple copies of the worksheet to capture all the objections, go for it. For this exercise, please capture at least three objections, the clarifying questions for each, and a response to each question. Turn in your completed copy of this worksheet. Note: We highly recommend that you type your answers in a separate document if you cannot type into the pdf, especially if your handwriting is difficult to read. Linked Worksheet: Objection Handling Worksheet

Handling Objections After you've built your personal objections matrix, go out and handle an objection in your life (at work, a job interview, or with family/friends). Reflect on how you were able to stay true to the process. Make sure to highlight at least two things that went well, and two things that you could do better next time. Please answer the following questions about your objection: Questions: Describe the objection you handled in 2-3 sentences. Identify two things that you did well. Identify two areas where you can improve.

Instructions Continued Below....

Instructions Continued less  Week 4: Your Story Matrix Worksheet Create a Story Matrix using the “Your Story Matrix” Worksheet so you can tell the right story at the right time for the right reasons! Capture a ‘starter set' of five stories you will tell in order to move a situation forward, educate an audience, or connect a prospect or partner to something that's important about you or your company. If you need some help constructing your stories, be sure to use the “What's Your Story? Story Canvas” Worksheet. Turn in your completed copy of this worksheet. Note: We highly recommend that you type your answers in a separate document if you cannot type into the pdf, especially if your handwriting is difficult to read. Linked Worksheet: Story Matrix

Week 5: How to Give and Receive Feedback Deliver feedback using the feedback model to someone you work with and reflect on it using the “How to Give and Receive Feedback” Worksheet. You can deliver feedback to a family member or friend if you do not have someone at work to deliver feedback to. Make sure to highlight at least two things that went well, and two things that you could do better next time. Turn in your completed copy of this worksheet and answer the two questions below. Note: We highly recommend that you type your answers in a separate document if you cannot type into the pdf, especially if your handwriting is difficult to read. Questions: Identify two things that you did well. Identify two areas where you can improve.