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所在平台: Coursera |
课程主页: https://www.coursera.org/learn/conversational-sales
课程评论：没有评论
课程名称：销售发展的对话销售手册 课程概述：本课程是Salesforce销售发展代表专业证书的第三部分。为了成功完成此课程，请确保您已经完成课程1：销售发展的成功基础和课程2：自信面试的基础。本课程将深入探讨SV Academy的对话销售方法论的八大原则，以帮助您在职业生涯中获得成功。您将学习到SV Academy独特的异议处理方法以及高质量潜在客户开发的框架。 学习该课程，您将获得在科技行业非技术领域开启职业生涯所需的技能。 课程结束后，您将能够： - 理解通过战略性提问、建立信任、识别痛点和提出价值的过程，以达成销售。 - 识别并同理您的理想客户资料（ICP）和目标角色，建立高质量的潜在客户列表，有效筛选客户，并利用数据驱动活动。 - 探讨各种外展渠道，并生成包含对话销售策略的电话脚本。 - 在销售情境中发展情商基础，并生成具有同理心的电子邮件。 - 制定多渠道销售策略，通过电话、电子邮件、视频和社交媒体联络潜在客户。 成功完成此课程的前提条件包括： - 能够用口头和书面形式与一般受众进行清晰明了的沟通（不需要正式或精练）。 - 基本的计算机操作能力（能使用文字处理软件、网页搜索和电子邮件）。 - 熟悉社交媒体，包括LinkedIn。 - 愿意学习新技术工具。 - 个人和职业成长的动机。 - 渴望反馈和指导。 - 成功完成前两门课程。 课程大纲： 1. 学习对话销售方法论：了解SV Academy为顶级销售人员提供的经验证的销售技巧。 2. 生成潜在客户并缩小潜在客户列表：深入了解客户的具体策略。 3. 在多个渠道应用对话销售：探讨多渠道在成功外展战略中的作用。 4. 用情商取得成果：发展情商（EQ）以实现个人和职业成功。 5. 设计多渠道外展方法：学习如何创建多渠道销售策略，以突破噪音并有效联系潜在客户。
Name:Learn the Conversational Selling Methodology
Description:Discover the Conversational Selling Methodology, SV Academy's proven sales technique for top-performing salespeople.
Name:Generate Leads and Narrow Your Prospect List
Description:Uncover concrete strategies for better understanding your customer through research and data.
Name:Apply Conversational Selling Across Multiple Channels
Description:Explore the role of multiple channels in a winning outreach strategy.
Name:Get Results with Emotional Intelligence
Description:Develop Emotional Intelligence (EQ) to achieve personal and professional success.
Name:Design a Multi-Channel Outreach Approach
Description:Learn how to create a multi-channel sales strategy to outreach prospects and cut through the noise.
This is Course 3 in the Salesforce Sales Development Representative Professional Certificate. In order to successfully complete the course, please ensure you have taken Course 1: Groundwork for Success in Sales Development and Course 2: Foundations for Interviewing with Confidence. This course will dive into the 8 principles of SV Academy’s Conversational Selling Methodology, which will optimize you for success. You’ll be able to integrate these principles not only in the real world, but in your career. Additionally, you’ll be taught SV Academy’s unique approach to objection handling and framework for high-quality prospecting. Course 3 in the Sales Development Representative (SDR) Professional Certificate will give you the necessary skills to launch a career in the non-technical side of the tech industry. By the end of the course, you will be able to: - Understand the process of asking strategic questions, establishing trust, identifying pain points and proposing value in efforts to closing a sale - Identify and empathize with your Ideal Customer Profile (ICP) and target persona to build a high-quality lead list, efficiently qualify prospects, and leverage data to drive activity - Investigate various outreach channels and generate a call script incorporating Conversational Selling strategies - Develop a foundation for emotional intelligence in a sales context and generate an empathetic email - Generate a multi-channel sales strategy to outreach prospects via phone, email, video, and social media To be successful in this course, you should have: - An ability to communicate in verbal and written form in a way that is accessible and understandable by a general audience (you don’t need to be formal or refined) - Baseline computer literacy (you must be able to use a word processor, web search, and email) - Familiarity with social media, including LinkedIn - Ability and willingness to learn new technology tools - Motivation to grow personally and professionally - Hunger for feedback and coaching - Successfully completed the previous courses in this training
