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所在平台: Udemy |
课程主页: https://www.udemy.com/course/how-to-ask-questions-to-understand-the-needs-of-prospects/
课程评论：没有评论
**课程名称：** 如何提问以了解潜在客户的需求 **课程概述：** 本课程强调，客户购买的并非产品知识或销售技巧，而是销售人员是否真正理解他们的需求和挑战。在竞争激烈的商业环境中，与客户进行战略性互动并理解其独特需求，是区分成功销售人员的关键能力。有效的销售不仅仅是推销产品或服务，更是建立有意义的关系并深入了解每位潜在客户的独特之处。 本课程旨在为销售专业人员提供一套战略性和同理心的互动技巧，帮助他们挖掘有价值的信息，解决痛点，并将自身产品定位为解决方案。 **学习目标：** * 将与客户的对话从产品层面提升到战略性业务讨论，并将自身能力与客户的业务目标和问题相匹配。 * 掌握如何将自己定位为专注于帮助客户从当前状况发展到潜在最优状态的财务顾问。 * 帮助客户理解其当前的业务状况、影响绩效的问题和挑战、这些挑战的后果以及他们对贵公司解决方案的需求。 * 通过将自己定位为主题专家、业务顾问和合作伙伴，赢得客户的信心和信任。 * 在与客户的口头互动中展现出有效顾问应具备的关键行为。 * 掌握一套用于与客户互动并体现这些关键行为的框架。 **教学大纲：** 无
Prospects do not buy from a salesperson because they demonstrate prproductionoduct knowledge or persuasion skills. No! Prospects buy when they are convinced that the salesperson understand their needs and challenges. In a competitive business landscape, the ability to strategically engage prospects and comprehend their unique needs is a critical skill that distinguishes successful sales professionals. Effective sales engagement goes beyond simply pitching a product or service; it's about building meaningful relationships and understanding the unique needs of each prospect.This module is designed to equip sales professionals with the strategies and techniques needed to engage prospects in a strategic and empathetic manner. Participants will learn how to uncover valuable insights, address pain points, and position their offerings as solution.Learning OutcomeElevate your dialogue with prospects and customers from a product conversation to a strategic business discussion and match your capabilities to your prospects' and customers' business goals and problems.Develop the skills for presenting self as a financial advisor focused on helping customers move their business from its current position to where it can potentially be.Help prospects and customers understand their current business situations, the problems and challenges affecting performance, the impact of those challenges and their need for the solutions offered by your company.Gain the confidence and trust of prospects and customers by presenting self as a subject matter expert, business advisor and partner.Demonstrate the key behaviours used by effective advisors in your verbal interactions with prospects and customers.Have a framework for engaging prospects and customers in terms of these behaviours.
