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所在平台: Udemy |
课程主页: https://www.udemy.com/course/sales-focus-trust-based-selling-programme/
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课程名称：基于信任的销售培训课程 课程概述：基于信任的销售并不是为了成交、表现强势或满足客户的每一个需求。您将学习如何建立信任、倾听、理解客户的需求，并以开放、透明的方式接触客户。 课程设计：该课程为加速学习模块，旨在传授知识和经验。课程通常为三天的课堂活动，现在您可以在仅3.5小时内完成学习。 这门课程针对的对象：本课程适合重视长期商业关系发展的人士，如商业人士、销售人员和专业服务提供者。它引导您通过最具尊重的销售流程，与客户建立基于尊重的互动关系，过程更像是建立关系而非传统的销售。 课程内容： 01 - 什么是基于信任的销售 - 理解基于信任销售的定义及其高阶销售流程的原因 - 信任的四个组成部分 02 - 建立融洽关系 - 拨除建立融洽关系的误区 - 通过神经语言学（NLP）建立真诚的融洽关系 03 - 决策中的个性风格 - 识别四种行为风格及其销售方法 04 - VAK沟通风格 - 理解客户偏好的信息接收和购买方法 05 - 有效的网络和线索生成 - 现场网络建立连接的方法及成功的前期准备和后续联系 06 - 基于信任的销售外展 - 建立联系的重要性和有效的外展方法 07 - 基于信任的销售流程 - 理解销售流程的步骤和重要性 08 - 开启对话与需求分析 - 如何在首次会议中开启对话及进行有效的需求分析 09 - 汇报、提案与建议 - 在信任销售中如何进行有效的呈现及提案推荐 10 - 如何撰写成功的信任销售提案 - 成功提案的金律及应包含的十四个要素 11 - 用基于信任的销售赢得与失去的销售 - 理解传统销售策略在基于信任销售中失效的原因 这个课程是提升销售责任感和职业发展的必修课程，适合希望改善销售技巧的人士。
Trust-based selling, pointedly, is not about closing, being assertive, or attempting to meet a client's every need. You will learn how to build trust, listen, understand wants and needs, and approach customers in an open, transparent way.Course Design:These are accelerated learning modules packed with knowledge and experience. This programme is typically a three day in classroom event that you can now learn in just 3.5 hours.This course is designed for:This programme has core skills for business people, salespeople and professional service providers where longer-term business associations are vital to the growth of the business or practice. It guides you through the most respectful selling process, where buyers engage with you out of respect and your interest in them and discovering if you can assist them. A sales process that does not feel like selling - it's more about building a relationship.If developing your skills to improve your sales responsibility and career development is important, this is a must-do programme.Course Content01 - What is Trust-Based SellingYou will learn:- Understanding the trust definition of trust-based selling- Why it is considered a high-level, more sophisticated sales process than most others- The four components of Trust- Being genuine, transparent and curious- A heightened focus on the client02 - Building RapportYou will learn:- Removing the myths of building rapport- Building genuine rapport through Neurolinguistics (NLP)- Building trust03 - Personality Styles in Decision-MakingYou will learn:- Identifying the four behavioural styles through personalities- How to sell to each different style- What stops people from purchasing from you04 - VAK Communication StylesYou will learn:- Understanding people's preferred methods of taking in information and buying- Avoiding the barriers that stop your customer buying your product/service- Avoiding miscommunication with your prospects and customers05 - Networking And Lead Generation That WorksYou will learn:- Why in-person networking remains one of the most productive methods for establishing connections- Building relationships and connections- Generating leads by attending events- Pre-event preparation- Keys to successfully approaching people you do not know- Event follow-up and maintaining contact06 - Trust-Based Selling Outreach - Building Connections and ProspectsYou will learn:- The importance of building connections- Understanding how outreach works- Three important outreach methods to use- How to craft powerful content for outreach- Using tools to increase your outreach efforts- How to fill your sales pipeline with connections07 - Trust-Based Selling Sales ProcessYou will learn:- Why trust-based selling requires a sales process- Steps of the sales process- Understanding the importance of performance ratios within each step of the process08 - Opening Conversations and Needs AnalysisYou will learn:- How to open conversations in your first meeting- Building trust and gaining transparency from prospects- Using your curiosity to engage in quality conversations- Understanding the questioning methodology for a needs analysis- Managing the methodology of the needs analysis to increase the engagement between everyone in the meeting- Discovering the prospect's real needs to understand if there is a mutually good opportunity09 - Presentations, Propositions and ProposalsYou will learn:- The implications of a well-done needs analysis- Understanding how presentations are done differently in trust-based selling- The value of opinions vs. recommendations- Navigating the way with propositions- Transitioning to proposals- Understanding buyer motivations in maximise holding price- Offsetting competitors from winning your deal- Preparation for writing proposals.10 - How Trust-Based Sellers Write Successful ProposalsYou will learn:- The golden rules of writing trust-based proposals- Why trust-based selling proposals have a high closing ratio- Guidelines to writing proposals- Fourteen important inclusions in proposals- Content you should avoid including in proposals11 - Winning and Losing Sales With Trust-Based SellingYou will learn:- Why traditional objection and closing tactics do not work in trust-based selling- Understanding the psychology of securing a trust-based sale after presenting a proposal- Why sellers lose sales- Summarising the keys of trust-based selling
