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所在平台: Udemy |
课程主页: https://www.udemy.com/course/introduction-to-frictionless-sales-process/
课程评论：没有评论
Coursera课程“无摩擦销售流程入门” 课程概述： 该课程深入探讨了“无摩擦销售”的概念，即通过增加积极因素（如优秀的产品、专业积极的销售团队、有价值的内容）和减少负面因素（如繁琐的购买流程、低效的营销、糟糕的售后服务、错误的目标客户定位）来驱动销售增长。其核心目标是赋能销售团队，更好地满足客户需求，从而加速企业发展。 课程重点关注无摩擦销售的三个主要阶段，旨在实现： 1. **赋能销售团队，增加销售时间：** 帮助销售团队减少管理事务和内部会议等非销售活动，专注于更多销售时间。课程将提供优化日常工作流程和提升销售工具效率的方法，使销售人员更能有效地进行销售。 2. **销售流程与客户购买旅程对齐，提升服务：** 强调企业应根据客户的需求和购买习惯来调整销售方式，而非仅以企业自身方便为出发点。课程将探讨21世纪客户期望的“教育、支持和指导”模式，取代传统的“挖掘、探索和转化”方式。这包括确保销售团队在客户需要时能提供信息，以客户偏好的方式（时间、语言、渠道）进行沟通，并优化付款流程、定价透明度和客户关系。 3. **通过学习文化转变销售业绩：** 关注销售团队的有效辅导，识别技能 Gaps，鼓励自我成长，制定培训计划并进行进度跟踪。课程将介绍 G.R.O.W. 辅导流程，以确保企业能够适应客户需求变化，吸引更多优质潜在客户，并提高成单率。
In the sales world [Force] is anything which drives sales like a great product or service, proactive sales teams, informative content, etc. … while [Friction] is anything which slows them down like a clunky buying process, ineffective marketing, poor aftercare, or selling to the wrong prospects. Frictionless selling adds value to your company by increasing positive force while decreasing negative friction. It's about empowering your sales team to better meet the needs of your customers to ultimately grow your business faster.There are 5 Phases for Frictionless Selling. The three main stages is … - Enable your sales team to spend more time selling. - Align your selling process with your customers' buying journey to improve service. - Transform your sales figures through a culture of learning. Most sales teams don't spend enough time selling to prospects. Too often their days are clogged with a variety of other tasks such as general admin and internal meetings. And while these tasks are important to the smooth running of your business they aren't always the best use of your sales team's time. Equally, sales teams often don't have the best tools at their disposal to sell your product or service. The enablement phase of frictionless selling focusses on empowering your sales team to spend more time selling and less time administrating by streamlining their day and improving the efficiency of the tools they use. Companies often sell their product or service in a way that suits them not their customer. And with contemporary buying habits changing the old method of converting prospects via the hard sell is already outmoded: the twenty-first-century customer wants to be Educated, Supported and Guided not prospected, explored and converted.Are your sales team currently available at a time when customers need more information? Are your reps speaking with your prospects on their terms, in their language through their preferred channels? Does your payment process suit your customer? Is your pricing structure transparent? Do you have an unattractive lock-in period? Are you adding value to your prospect at every stage of their buying journey? If the answer is no to some or all these questions, then you may need to rethink how you're selling your product or service.The alignment phase of frictionless selling is about how to adapt your selling process with your prospects buying journey so you grow your company faster while keeping your customers happy. Are your sales teams being coached effectively? Are you identifying important gaps in their skill sets, empowering self growth, putting training plans in place and tracking progress through reliable reporting? If not you're limiting their ability to grow your business.The G.R.O.W coaching process is designed to address all these issues. It's a system that will ensure your business moves with the needs of your customers, attracts more of the right prospects, and converts more leads.
