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所在平台: Coursera |
课程主页: https://www.coursera.org/learn/customer-segmentation-prospecting
课程评论：没有评论
课程名称：客户细分与潜在客户开发 课程概述：在第一门课程中，我们为销售艺术专业化奠定基础，提供形成高绩效销售人员的新思维方式。我们将讨论您在行业中脱颖而出所需的知识、技能和纪律，并创建一个目标，以便您在专业化结束时能够实现。最后，您将学习如何谈论自己和您的业务，建立个人销售简介，并学习如何快速有效地进入和结束销售对话。 专业简介：本专业旨在让您在销售中尽可能高效和有效。您将获得几项关键技能和纪律，这将加速您在小型或大型公司及生活中的成功。销售能力是当今世界的必需品。无论是在人群中脱颖而出、向新雇主推销自己，还是赢得新客户，销售是我们每天都在做的事情，我们应该对此做得出色！该专业将作为一次探索的冒险。通过一系列讲座、讨论和练习，您将被测试、教导和转变，帮助您走出舒适区。您将学习如何精准客户并获取客户，使他们对您和您的产品充满热爱。 课程大纲： 第1周：一切始于目标 描述：第1周将涵盖课程目的及知识、技能和纪律的基础框架。我们将讨论课程的期望及接下来几周的预期。最后，我们将讨论课程的流程和成功所需的作业。 第2周：销售是一项接触运动 描述：第2周将为您准备好与市场接触。您正在解决什么问题？您的目标市场是什么？目标市场中的客户是谁，您将如何与他们沟通？我们将探讨并确定几种缩小目标列表的方法，并学习如何撰写完美的介绍邮件。 第3周：销售发生在对话中 描述：第3周将为您提供一个销售对话框架，您可以在社交场合和其他许多环境中使用。这个销售过程的部分是生成潜在客户并确定哪些潜在客户可能成为客户，哪些是死胡同。我们将探讨如何让潜在客户顺利进入适当的对话，从而迅速确定此人是否具有潜力。 第4周：尽早、彻底地评估 描述：在第4周，我们将探讨如果与您交谈的人不是潜在客户时应采取的行动。我们还将研究当某人可能成为潜在客户时发生了什么变化。最后，我们将讨论评估，这有助于快速判断某人是否能够与您做生意。
Part: 1
Title:Week 1: It All Starts With a Goal
Description:Week 1 will cover the purpose of the course and the foundational framework of knowledge, skill and discipline. We will tackle the expectations for the course and what to anticipate over the next several weeks. Finally, we will discuss the flow of the course and the assignments required for success.
Part: 2
Title:Week 2: Selling is a Contact Sport
Description:Week 2 gets you ready to make contact with the market. What problem are you solving? What is your target market? Who are the customers within that target market and how will you talk to them? We will discuss and determine several ways to narrow your target list and learn how to write the perfect introductory email.
Part: 3
Title:Week 3: Selling Happens in a Conversation
Description:Week 3 will equip you with a framework for a sales conversation that you can use in social situations and many other settings. This part of the sales process is where you are trying to generate leads and determine which prospects are potential customers and which are dead-ends. We will explore how to “on-ramp” a prospect into the right kind of conversation such that you can quickly determine whether this person has potential.
Part: 4
Title:Week 4: Qualify, Hard and Early
Description:In Week 4 we explore the actions to take if the person you are talking to turns out to NOT be a prospect. We will also look at what changes when someone might be a prospect. Finally, we will talk about qualifying which helps quickly determine if someone can and will do business with you.
In Course 1, we set the foundation for the Art of Sales Specialization and offer a new mindset for becoming a high-performer in sales. We will discuss the Knowledge, Skill and Discipline that you need to stand out in your industry, and create a goal for you to reach by the end of the specialization. Finally, you will learn how to talk about yourself and your business. You will build your personal Sales Trailer and learn how to get into and out of sales conversations quickly and effectively. About the Specialization: The purpose of this Specialization is to make you as efficient and effective in selling as possible. You will gain several critical skills and disciplines that will accelerate your success with your small or large company and your life. The ability to sell is a necessity in this world. Whether it’s standing out in a crowd, selling yourself to a new employer, or winning new customers; selling is something we do every day, and we should be great at it! This Specialization is designed as an adventure of discovery. You will be tested, taught and transformed through a series of lectures, discussions and exercises that are designed to push you up and out of your comfort zone. You will learn how to target and acquire customers and get them to fall in love..
