Sales Training: Techniques for a Human-Centric Sales Process

所在平台: Coursera

课程主页: https://www.coursera.org/learn/sales-process-techniques-training

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课程简介

课程名称：销售培训：以人为本的销售技巧 课程概述：本课程将教您一种以人为本的销售方法，强调帮助而非强推。到课程结束时，您将能够为新业务进行市场开拓，筛选出高质量的潜在客户，安排与决策者的会议，处理买家的异议，并进行谈判和达成交易。通过遵循这一过程，您将能够通过战术技巧和建议来快速推进您的销售职业生涯，并有效地实施销售手册。 需要创建的免费账户： - HubSpot Academy: https://hubs.ly/H0dM-NY0 - LinkedIn: https://linkedin.com - Gmail: https://google.com/mail/ - About.me: https://about.me/ 课程大纲： 1. **以人为本的销售过程技巧** - 课程介绍，您可以期待的内容，以及销售能力的重要性。 2. **如何寻找可销售的企业** - 介绍寻找可销售企业的方法，即市场开拓。涵盖基本的市场开拓技巧，包括使用谷歌、社交媒体、网络活动和通过简单的入站营销进行被动市场开拓。提供进一步阅读、活动和评估。 3. **如何与潜在客户预约会议** - 学习如何筛选出高质量的潜在客户，通过撰写有效的市场开拓邮件来沟通您的价值主张，以安排与潜在客户的会议。提供进一步阅读和资源、活动和评估。 4. **通过对话来筛选潜在客户** - 学习探索性电话的重要性，以及如何通过对话进一步筛选潜在客户。提供通话脚本和短语，帮助您获取所需信息的同时与潜在客户建立关系。包括进一步阅读、活动和评估。 5. **处理异议并达成交易** - 学习如何处理异议、进行谈判和达成交易。掌握三种成交技巧及谈判中的注意事项和禁忌。提供进一步阅读、活动和评估。 6. **祝贺您！** - 完成课程。 此课程旨在为销售人员提供实用的技巧和策略，使其能够在竞争激烈的市场中脱颖而出。

课程大纲

Name:Techniques for a Human-Centric Sales Process.

Description:In this module, we'll introduce the course, what you can expect, and the importance of being able to sell.

Name:How To Find Businesses To Sell To

Description:In this module, we'll introduce how to find businesses to sell to, referred to as prospecting. We'll cover basic prospecting techniques on Google, social media, networking events and more passive prospecting through simple inbound marketing for salespeople. There are further readings to learn about other prospecting tactics, activities for you to complete, and assessments to take.

Name:How to Book Meetings with Your Prospects

Description:In this module, you will learn how to filter for high-quality, good fit prospects. You'll do this by writing effective prospecting emails that communicate your value proposition to book meetings with prospects. We've provided further readings and resources to help you write better emails, activities for you to complete, and assessments to take.

Name:Qualifying a Prospect Through Conversation

Description:In this module, you're going to learn about the importance of the exploratory call and how that helps you further qualify your prospects through conversation. You'll get scripts and phrases to help you run the call and get the information you need while building a relationship with your prospects. There are further readings to learn about other prospecting tactics, activities for you to complete, and assessments to take.

Name:Handle Objections and Close the Deal

Description:In this module, you've nearly reached the end of the sales process and will learn how to handle objections, negotiate, and close the deal. You'll learn three closing techniques and the do's and don'ts of negotiation. There are further readings to learn about other prospecting tactics, activities for you to complete, and assessments to take.

Name:Congrats!

Description:

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