Sell Outcomes Not Features

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Sell Outcomes Not Features

This course is part of Advanced Selling with AI & Emotional Intelligence Specialization

Instructor: ansrsource instructors

Included with

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2 modules

Gain insight into a topic and learn the fundamentals.

Intermediate level

Recommended experience

1 hour to complete

Flexible schedule

Learn at your own pace

2 modules

Gain insight into a topic and learn the fundamentals.

Intermediate level

Recommended experience

1 hour to complete

Flexible schedule

Learn at your own pace

Details to know

Shareable certificate

Add to your LinkedIn profile

Assessments

3 assignments¹

AI Graded see disclaimer

Taught in English

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Build your subject-matter expertise

This course is part of the Advanced Selling with AI & Emotional Intelligence Specialization

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

Learn new concepts from industry experts
Gain a foundational understanding of a subject or tool
Develop job-relevant skills with hands-on projects
Earn a shareable career certificate

There are 2 modules in this course

This course helps B2B sales professionals experienced in creating or presenting sales decks and participating in B2B sales conversations to shift from feature-led presentations to outcome-driven value conversations. You will practice converting product-centric decks into KPI-focused value decks, then evaluate and defend those decks using peer feedback and buyer decision criteria. Through short videos, readings, coach dialogues, and hands-on activities, you will build the skills needed to make value clear, credible, and defensible—so buyers can justify decisions internally and move forward with confidence.

In this module, you shift from feature-led selling to value-outcome selling. You examine why feature-heavy presentations slow buyer decisions and learn how quantified outcomes reduce effort and increase clarity. Through guided reflection and a hands-on deck conversion activity, you translate product capabilities into measurable business impact aligned to buyer KPIs.

What's included

3 videos1 reading1 assignment

In this module, you move from creating value-based content to evaluating and defending it. You explore how buyers assess value and why confidence alone does not secure commitment. Using structured criteria, peer feedback, and deck comparisons, you practice selecting and defending a KPI-focused sales deck based on evidence.

What's included

2 videos1 reading2 assignments

Earn a career certificate

Add this credential to your LinkedIn profile, resume, or CV. Share it on social media and in your performance review.

Instructor

ansrsource instructors

Coursera

200 Courses7,790 learners

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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.