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所在平台: Udemy |
课程主页: https://www.udemy.com/course/sales-focus-business-case-selling-or-complex-sales-programme/
课程评论：没有评论
**Coursera课程《Sales Focus Business Case and Complex Sales Programme》内容摘要** 本课程是一项为销售大价值或复杂交易、涉及多决策者的销售人员设计的强化培训计划。课程强调与利益相关者互动、理解买家动机以及构建成功的商业案例。 **课程设计:** 该课程将原本需要两天线下学习的内容压缩到2.5小时，提供密集、高效的学习模块。它面向产品和服务销售人员，特别是那些销售需要客户进行资本支出和预算的产品和服务。课程深入剖析了销售过程中如何引导买家内部决策流程，以及如何提供信息来支持客户优先处理其需求。与利益相关者合作被视为一项重要的销售机会驾驭技能。如果您希望提升销售能力、促进职业发展，本课程是一项必修之选。 **在本课程中，您将学习：** * **商业案例如何赢得复杂销售：** * 什么是商业案例？ * 为何在复杂销售机会中使用商业案例？ * 客户对商业案例的期望是什么？ * 撰写引人入胜的商业案例的四个步骤。 * 商业案例各贡献者如何解决客户问题。 * **企业利益相关者与决策：** * 理解决策者画像及其评估您方案的角色。 * 识别买方公司内的潜在支持者。 * 绘制利益相关者地图并了解其权限。 * **销售流程：** * 如何与新的销售流程协作。 * 理解遗漏步骤的影响。 * 新步骤如何影响客户的购买体验。 * **商业案例与复杂销售需求分析：** * 通过五步法找到利益相关者真实需求和优先事项的关键。 * 识别可能在销售过程中设置不必要障碍的方法。 * 进行彻底需求分析的技巧。 * 理解成功所需的提问质量。 * **商业案例的财务分析与投资回报率（ROI）：** * 理解投资回报率（ROI）。 * 有效呈现财务数据。 * 构建稳健的财务案例。 * 展示您的解决方案的财务影响。 * 成本效益分析如何影响您的商业案例。 * **撰写引人入胜的商业案例提案：** * 写好商业案例的挑战。 * 演示文稿或提案的构架。 * 撰写您的商业案例故事。 * 商业案例提案模板。 * 提案中应避免使用的词语。 * **向多方利益相关者展示您的商业案例：** * 不同形式的演示。 * 建立演示文稿的框架。 * 为买家 crafting 情感化故事。 * 针对不同受众把握合适的语调。 * 小组演示遵循的步骤。 * 管理问答环节。 * **合同谈判与成交：** * 合同和复杂销售的谈判策略。 * 谈判会议的准备。 * 优秀谈判者的特质。 * 管理谈判的九步战略。
An intensive programme for salespeople selling large value or complex sales with multiple decision-makers. The emphasis is on engaging with stakeholders, understanding the buyer's motivations and building a winning business case.Course Design:These are accelerated learning modules packed with knowledge and experience. This programme is typically a two day in classroom event that you can now learn in just 2.5 hours. This programme is a core skill set for those who are selling products and services, often requiring capital expenditure and budgeting by potential customers. The sales process is longer and involves skill in navigating the buyer's internal decision-making processes and providing them with the right information they need to justify and have their requirements prioritised by their company. Working in partnership with stakeholders being an important skill set to navigate the sales opportunity.If developing your skills to improve your sales responsibility and career development is important, this is a must-do programme.In this programme, you will learn:How Business Cases Win Complex Sales- What is a business case?- Why do you use business cases in complex sales opportunities?- What are the customer's expectations of a business case?- The four steps of a compelling business case- A guide of business case contributors to each of the customer problemsCorporate Stakeholders and Decision-Making- Understanding decision-making profiles and their roles in assessing your offer- Identifying potential sponsors within buyer companies- Mapping stakeholders and their authorityThe Sales Process- Working with the New Sales Process- Understanding the impact of missing steps- How the new steps impact your customer's buying experienceBusiness Case and Complex Sales Needs Analysis- Keys to finding a stakeholder's real needs and priorities through the five-step process- Identifying how you can put unnecessary barriers in place to block your sales opportunity- Techniques for a thorough needs analysis- Understanding the quality of questions you need for successFinancial Analysis and ROI for a Business Case- Understanding Return on Investment (ROI)- Presenting Financial Data Effectively- Building a Solid Financial Case- Demonstrating the Financial Impact of Your Solution- How Cost Benefit Analysis Affects Your Business CaseWriting a Compelling Business Case Proposal- Challenges of Writing a Good Business Case- The Mechanics of a Presentation or Proposal- Writing Your Business Case Story- Template for Business Case Proposal- Words to Avoid in a ProposalPresenting Your Business Case to Multiple Stakeholders- Different Forms of Presentations- Establishing the Framework for a Presentation- Crafting the Emotional Story for Buyers- Getting the Tone Right for The Audience- Steps to Follow in a Group Presentation- Managing Q & A'sNegotiating Contracts and Closing- Negotiation tactics for contracts and complex sales- Preparation For Negotiation Meetings- Traits of the Best Negotiators- Nine-Step Strategy to Managing Negotiations
