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所在平台: Udemy |
课程主页: https://www.udemy.com/course/power-sales-questions-that-open-doors-and-close-deals/
课程评论：没有评论
Coursera 课程《POWER Sales Questions》总结： 本课程专注于提升销售人员提问能力，强调“伟大的销售人员问出伟大的问题”。课程指出，当问题能带来出人意料的答案时，便是问出了好问题。课程核心在于引导客户说出他们购买的理由，而非销售人员试图激发客户兴趣。 课程内容涵盖： * **提问的精髓与形式**：学习如何有效提问。 * **关键启动问题**：掌握开始时提出的四个最重要问题，以确保方向正确、避免浪费时间。 * **避免过度提供信息**：避免过快进入细节、使用对方不理解的行业术语，从而减缓销售进程。 * **建立客户理解**：通过让客户阐述他们的原因，让他们感受到被理解，从而提升价值。 * **解决更高价值问题**：将精力集中于客户更看重的问题，与只知提供答案的竞争对手区分开来。 * **理解客户动机**：弄清楚客户购买的根本原因、不购买的后果，并用客户自己的语言构建购买理由。 课程提倡“少说多听”，让客户自己说明购买的理由，从而更有效地完成交易。
"Good Sales People - Have Good Answers… -Great Sales People - Ask Great Questions!" Q: How do you know when you've asked a great question? A: When you're surprised by the answer… People make decisions for their reasons - not always the right ones POWER - Sales Questions that Open Doors & Close Deals is a complete 1-on-1 sales coaching program - Nothing is Left Out. Get the Inside Stuff No One Else Gets and Start Selling More by Talking Less. Why waste time trying to make people interested..? -Let Them Tell You All The Reasons Why They Should Buy Learn the Essence & Form of asking effective questions. (Your competition has no idea this even exists) Discover the 4 most important questions we can ask in the beginning to ensure we are headed in the right direction and not wasting our time. (This one is going to make you a lot of money) Have you ever given someone too much information and slowed the process down as a result? How about getting to specific too fast, confusing the situation, using industry slang and buzzwords that they do not understand? When someone explains their reasons to us - the effect is that they feel like we understand where they are coming from. If we want to increase our value, then we have to start working on higher value problems. Let your competition give good answers without knowing if the answers they give are helping or hurting the sales situation. You… start asking great questions and increase the value of the problems you solve. The competition, they believe it's their job to come in everyday and turn on the quote machine, hope for the best and turn it off with the lights at the end of the day. Get clear on why they want it, what happens if they don't get it and build a case for how to sell what it is that they want - in their words, not yours. Then simply get out of the way, so they can have it. After all, the customer is always right.
