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所在平台: Udemy |
课程主页: https://www.udemy.com/course/selling-with-emotional-intelligence/
课程评论：没有评论
课程名称：情商在销售中的运用 课程概述： 销售的成功不仅依赖于产品和服务，更取决于销售人员的行为。根据 CE 研究机构的数据，53% 的客户忠诚度源于销售人员的销售方式，而哈佛商业评论指出，只有 37% 的销售人员表现一致有效，剩余 63% 的行为反而可能降低业绩。顶尖销售人员的生产力是普通销售员的 12 倍，其中大约三分之一的差异源于技术技能和认知能力，而其余的则主要归功于情商。 本课程将帮助你提升对情绪及情商在销售中的理解，并提供实用的工具和技巧，以便更有效地与客户互动。高情商的销售人员能够调节自身情绪，合理应对客户的需求和疑虑，建立信任和诚信的关系，进而提高客户的忠诚度。 课程将涵盖如何识别和理解客户的情绪，如何运用这些情绪来指导销售过程，如何进行基于需求的销售，处理客户异议，以及如何通过提升客户体验来维护良好的客户关系。课程采用循序渐进的方法，强调情商在销售中的重要性，帮助销售人员在与客户的互动中表现出更高的同理心、倾听能力和问题处理能力。 通过学习此课程，你将能够： - 认识情商在销售中的重要性，并学会如何运用它来建立客户关系。 - 确定你对销售的态度如何影响销售成功。 - 识别推动销售过程的情绪，并有效应对。 - 描述你的独特之处，找到适合的销售方式。 - 以情商为基础，探讨需求驱动的销售方法。 - 自信地处理客户异议，最大化销售成功。 - 成为客户信任的顾问，有效解决客户问题。 课程将持续更新，以确保其内容的时效性和相关性，欢迎反馈意见。所有教材均可在线完成，同时符合无障碍标准。视频质量为高清1080p，带有语法正确的英文字幕。课程最近更新于2025年4月。
"53% of customer loyalty - customers who choose to buy from a company repeatedly - is not the result of the product, company or service, but the behaviours salespeople use when selling."CEB - The Corporate Executive Board"37% of salespeople are consistently effective. What's more, some of the behaviours of the remaining 63% actually drove down performance."Harvard Business Review"Top performing salespeople are 12 times more productive than an average performer. About one third of the difference is due to technical skill and cognitive ability, while two thirds is due to emotional intelligence."Daniel Goleman, Working with Emotional IntelligenceThe ability to regulate emotions helps improve perceptions of trustworthiness and integrity - incredibly important attributes for the professional salesperson.Understanding emotions and those of others helps us to display more empathy, helps us to ask wiser questions, suggest better solutions, and handle objections more effectively.Salespeople with high levels of emotional intelligence are able to reflect on their own emotions and adjust them to best fit with the customer and the situation that they are dealing with.They can anticipate and plan sales interactions to help ensure the customer feels valued and confident in dealing with them.Salespeople with high emotional intelligence are more capable of managing and adapting their own emotions to support and influence the emotions of their customers in a subtle way that brings about positive interactions and builds relationships.L'Oreal sales professionals hired based on their emotional intelligence outperformed their peers by $90,000+ at the end of the first year.Customers or clients are buyers who purchase based on emotions and justify their choices with logic. Today, customers are able to justify their decisions online and elsewhere without any input at all from salespeople. However, good selling is about the connections you make, how well you work through objections, and how confident that you make your customers fell that will help you to make the sale. Delivering on your promises, maintaining authentic relationships and helping your customers navigate internal disagreements helps to keep them loyal. Emotional intelligence is the critical competency that underpins all thisSalespeople with high levels of emotional intelligence are able to reflect on their own emotions and adjust them to best fit with the customer and the situation that they are dealing with.They can anticipate and plan sales interactions to help ensure the customer feels valued and confident in dealing with them.Salespeople with high emotional intelligence are more capable of managing and adapting their own emotions to support and influence the emotions of their customers in a subtle way that brings about positive interactions and builds relationships.This course will help you improve your understanding of emotions and emotional intelligence in selling. Included are a range of practical tools and techniques for applying emotional intelligence in sales interactions with clients and customers.Customers come in all shapes and sizes. Understanding the nature of each individual customer's needs will improve your sales and ensure optimum customer care.When you learn skills to respond rather than react to behavioural differences, you conserve energy for what is really important - fulfilling customer's needs.The course will help you to differentiate the needs of customers and plan strategies to meet those needs.This highly practical course is unusual because it considers emotional intelligence as a fundamental part of selling. The course doesn't cover prospecting and ways to get a sales appointment, these require the use of emotional intelligence in other ways! The course covers the way that you engage with customers before, during and after a sales meeting through the application of emotional intelligence to make authentic decisions and build quality relationships.The course provides a step-by-step approach to applying emotional intelligence principles to your sales process focusing on working with the emotions of your customer and how these influence their social interactions. The course will help you to develop your skills in asking questions around needs, listening, presenting your product or service and handling objections underpinned with emotional intelligence. Within this course, you learn how toRecognise the importance of emotional intelligence in selling and how you can use it to build your relationships with your customersDetermine how your attitude to selling influences your sales successIdentify the emotions that drive the selling process and how to work with them effectivelyDescribe your uniqueness in terms of what you are selling and how you sell itDiscover emotionally intelligent ways to sell through needs-based sellingExamine ways to handle objections with confidenceIdentify the four social interactions style that drive customer / client behaviourExplain how to work with and sell to each social interaction style for maximum successSolve problems for your customers / clients by becoming a trusted resource and advisorThe course is being continually refined and updated to ensure it remains current and relevant. Feedback is always welcome. All PDFs can be completed online and are Section 508 / ADA Accessibility compliant. All videos are High Definition recorded in 1080p.All videos have grammatically correct English captions.Course updated - April 2025
