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所在平台: Coursera |
课程主页: https://www.coursera.org/learn/connecting-with-sales-prospects
课程评论：没有评论
课程名称：与销售潜在客户建立联系 概述：在《销售艺术专业化》课程的第二部分中，您将学习如何召开高影响力的会议，以便与客户接触时能够脱颖而出。您将了解提出更好问题的重要性，以及如何预见和处理销售异议。最后，您将学习如何讲述有力的故事，并如何给予和接受绩效反馈。 课程大纲： 第1周：召开高影响力的会议 描述：在您的职业生涯中，您每周有多少次会议？大多数高管表示“20-30个”。而其中有多少是“高影响力”的？大多数高管认为仅有“5-10%”。我们可以做得更好。掌握五个学科，能够将任何会议提升到更高的水平，使您成为人们在繁忙一天结束时想到的人。 第2周：提出更好的问题 描述：我们在职业生涯（和个人生活）中大部分时间都在对话。当我们试图了解某人、影响决定、销售想法或产品、领导他人，或仅仅与朋友闲聊时，有一些特定的技能和纪律可以使我们成为更具魅力的对话者。本周的重点是提出更好的销售问题。高效的销售人员通过提问获得更好、更具可操作性的信息。 第3周：处理异议 描述：本周我们将重点关注销售异议。异议在销售过程中是自然发生的，应该被欢迎。它们为您创造了与竞争对手分开的良机。销售充满拒绝，但表现优秀的人以令人惊讶的方式处理异议、障碍和拒绝。我们将探讨他们是如何做到的，以及这对客户产生的影响。 第4周：故事的力量 描述：第4周探讨您拥有的最强大影响工具之一——在适当的时机用合适的理由讲述正确的故事的能力。故事提供的是事实所不能提供的两样东西：背景和情感。将您的经历与销售努力相结合是至关重要的，而情感联系则驱动决策。我们将探讨故事如何做到这一点，并开始构建您的战术故事矩阵，以确保您始终掌握合适的故事。 第5周：团队销售的影响 描述：团队销售比个人销售更复杂，因为房间里有更多聪明的人，这会让更多坏习惯浮现。在第5周，我们将探讨如何处理团队情况，以及如何“保持在您的领域内”。
Part: 1
Title:Week 1: Running High-Impact Meetings
Description:How many meetings do you have every week during your career? Most executives say “20-30.” And how many of them are “high-impact?” Most executives say “5-10%.” We can do better. There are five disciplines you can use to take your meeting – any meeting – to the next level, such that you are the person that people are thinking of at the end of a busy day.
Part: 2
Title:Week 2: Asking Better Questions
Description:We spend most of our professional career (and personal life) in conversation. When we are trying to get to know someone, influence a decision, sell an idea or product, lead people, or simply hang out with friends, there are specific skills and disciplines that we can practice that make us more dynamic conversationalists. Our focus this week is asking better sales questions. High-performing salespeople get better, more actionable information from their customers by asking better questions.
Part: 3
Title:Week 3: Handling Objections
Description:This week, we are focusing on sales objections. Objections are natural to the sales process and should be welcomed. They represent a great opportunity for you to create separation between you and competitors. Sales is full of rejection, but high-performers handle objections, hurdles and rejection in ways that will surprise you. We will explore how they do this and what effect it has on customers.
Part: 4
Title:Week 4: The Power of Story
Description:Week 4 looks at one of the most powerful influence tools you have – your ability to tell the right story at the right time for the right reasons. Stories provide two things that facts do not; context and emotion. The ability to contextualize your venture in your selling efforts is critical, and connecting to emotions drives decision-making. We will explore how stories do this and begin to build your tactical Story Matrix℠ to ensure that you have the right stories at your fingertips.
Part: 5
Title:Week 5: Team Selling for Impact
Description:Team selling is more complex than individual selling, and because there are more smart people in the room, more bad habits emerge. In Week 5 we will explore how to handle team situations, and how to ‘stay in your lane.’
In Course Two of the Art of Sales Specialization, you will learn how to run high-impact meetings that create complete separation between you and everyone else your customer comes into contact with. You will learn the importance of asking better questions and how to anticipate and handle sales objections. Finally, you will learn how to tell powerful stories and to give and receive performance feedback.
