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所在平台: Udemy |
课程主页: https://www.udemy.com/course/professional-selling-skills-b/
课程评论：没有评论
**课程名称：** 专业销售技巧 **课程概述：** 许多销售人员过于专注于“推销”产品和服务 themselves，却忽略了客户在商业发展上真正的需求，尤其是在当前新冠疫情时期。如今，大多数 B2B 销售仍基于早已过时的销售模式。本“销售技巧”在线课程将帮助销售人员 **重塑旧的思维模式，掌握“以解决方案为导向”的新千年销售流程。** **完成课程后，您将能够：** * 理解建立正确**销售技能和心态**的重要性。 * **更好地与客户建立联系**，有效**克服异议**，自信地**促成交易**，并实现销售目标。 * 学习并实践一种有效的**销售提问技巧**，通过深入了解客户需求来提高成交几率，同时保持良好的客户体验。 * 理解主要的**行为风格和人格类型**，并学会如何针对不同类型的买家进行销售。 **适合人群：** * 一线销售人员 * 企业对企业（B2B）销售人员 * 客户关系经理 * 客户经理 * 业务发展经理 * 商业经理 * 需要新视角的资深销售人员 **课程内容：** **第一部分：发展个人销售理念** * 个人销售 * 营销理念 * 基本战略的相互关系 * 合作伙伴关系与价值创造 * 通过关系战略创造价值 * 调整与增强关系战略 (重复) **第二部分：沟通风格：适应性销售的关键** * 肢体语言、仪容和礼仪的影响 * 对话策略 * 沟通风格：适应性销售的关键 * 通过风格调整实现多功能性 * 职业道德：关系销售的基石 **第三部分：提升价值的产品销售策略** * 产品策略制定 - 第一部分 * 产品策略制定 - 第二部分 * 提升价值的产品销售策略 * 产品销售模型与产品定位 * 竞争分析 * 低价策略 * 电子商务与增值销售 * 潜在客户开发与资格预审 - 第一部分 * 潜在客户开发与资格预审 - 第二部分
Summary:Many salespeople are so busy trying to 'sell' their products and services that they miss entirely what the buyer really needs to improve their business, especially during these COVID-19 times.Most B2B sales are based on old paradigms that simply don't exist in today's buyer-savvy world.Our "Selling Skills" workshop re-addresses those old mindsets and introduces the salesperson to the 'solution-based processes of the new millennium.After completing this course, you will be able to:Understand what is needed to have both the right skillset and mindset to sell.Connect better with customers, overcome objections, and close sales confidently and effectively to achieve sales targets.Learn and practice an effective sales questioning technique that will increase the likelihood of making a sale by better understanding customer needs while maintaining a great customer experience.Understand the major behavioral styles & personality types and how to sell to each buyer type.Participant:Field salespeopleBusiness to business salespeopleClient relationship managersAccount managersBusiness development managersCommercial managersExperienced salespeople who need a different perspectiveCourse Content:Section 1: Developing Personal Selling PhilosophyLecture 1: Personal SellingLecture 2: The Marketing ConceptLecture 3: Interrelationship of basic strategiesLecture 4: Partnerships and Value creationLecture 5: Creating a value with relationship strategyLecture 6: Adapting & Enhancing Relationship strategyLecture 7: Adapting & Enhancing Relationship strategySection 2: Communication Styles: A Key to Adaptive SellingLecture 1: Body language Appearance and etiquette effectsLecture 2: Conversational strategiesLecture 3: Communication Style A Key to Adaptive SellingLecture 4: Versatility through Style FlexingLecture 5: Ethics The Foundation for Relationships in SellingSection 3: Product Selling Strategies that Add ValueLecture 1: Developing a Product Strategy - Part 1Lecture 2: Developing a Product Strategy - Part 2Lecture 3: Product Selling Strategies that Add ValueLecture 4: Product Selling Model & Product PositioningLecture 5: Competitive AnalysisLecture 6: low price tacticsLecture 7: E-commerce and value added sellingLecture 8: Developing & Qualifying Prospect Base - Part 1Lecture 9: Developing & Qualifying Prospect Base - Part 2
