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所在平台: Udemy |
课程主页: https://www.udemy.com/course/compelling-sales-conversations/
课程评论：没有评论
**专业销售培训 - 极具说服力的对话** 本课程旨在教授如何通过理解客户的业务重点，并将其与销售信息和对话相结合，从而促使潜在客户采取行动。课程将重点关注以下几个方面： **第一部分：理解客户的业务重点** * **绩效指标 (Metrics) 与关键绩效指标 (KPIs)：** 学习企业中常用的两大类指标，以及快速了解目标客户相关指标的方法，从而洞察客户真正关心的问题和关键目标。 * **识别与解决方案价值相关的指标：** 通过一个简单的三步练习，识别能够体现您解决方案价值的具体指标和KPIs。 **第二部分：构建极具说服力的销售信息** * **客户证言收集框架：** 学习一个具体的对话框架，从现有客户那里收集信息，作为构建销售信息的第二个关键组成部分。 **第三部分：在销售流程各阶段有效运用信息** * **拓展潜在客户：** 如何利用已收集的信息，开启更多对话，并激发客户进一步了解的兴趣。 * **初步会议：** 如何系统地量化客户当前状况的影响。 * **演示环节：** 如何巧妙运用信息，降低客户对改变的抵触心理。 * **建立credible 商业案例：** 如何利用信息打造一个不容置疑的解决方案，促成交易。 完成本课程后，您将掌握顶尖销售专业人士开启更多机会、达成更多销售的秘诀。
In order to create messages (for business-to-business sales) that compel the prospect to take action, you need to first understand the compelling business priorities for your prospects, and then align your messages and conversations to those priorities. Performance Metrics and Key Performance Indicators or KPIs can be a great way to learn about your prospects business priorities, the issues they really care about, and the targets that keep them awake at night. In the first part of the course, you will learn the two main categories of Metrics and KPIs, used within most organisations, and a few quick and easy ways to learn the ones that will be relevant to your target prospects. Then, you will learn a simple three step exercise that can help to identify the specific metrics and KPIs that can be connected to the value of your solutions. Once these metrics and KPIs are identified, you will have one of the two components needed for a compelling sales message. For the second component, you will need some information from your existing customers. So, you will learn a very specific conversation framework, to capture that second component. In the final part of course, you will learn how to package all of the newly discovered information and use it effectively at every stage of the sales process: How to use this information during prospecting… in a way that it leaves the prospect wanting to find out more. Then, at the initial meeting, how to use this information to systematically quantify the impact of the prospects current situation. When it comes to presentations, how to use this information tactfully in order to lower the prospects reluctance to change. And finally, how this information can be used to create a strong and credible business case that makes your solution… a ‘no-brainer'. In short… by the end of this course, you will have learnt.how top sales professionals are able to open more doors and close more sales. So… let's get started!
