مهارات البيع الاحترافية | Professional Selling Skills from Coursera

(تهانينا، لقد تم إغلاق الصفقة)، (مبروك، لقد تم توقيع العقد)....

هذه الجمل من أكثر الجمل التي يسعى موظفو المبيعات إلى سماعها، فهي تعني لهم الكثير في عالم المبيعات المليء بالمنافسة، وتعني بأنهم تفوقوا على غيرهم من المنافسين في إقناع العميل بشراء منتجهم، وأنهم كانوا الأقدر على التعامل مع العميل ومعرفة احتياجاته وكسب ثقته، وهذا إن دلّ على شيءٍ فإنما يدل على امتلاك هؤلاء الموظفين لمهارات البيع المحترفة التي سيتم تناولها في هذه الدورة التدريبية.

تهدف هذه الدورة التدريبية إلى تزويد المتدربين بأهم المهارات التي يحتاجها موظفو المبيعات لإغلاق المزيد من الصفقات وزيادة مبيعاتهم، ومن هذه المهارات: كيفية التعامل مع الشخصيات المختلفة للعملاء، وبناء الثقة معهم، وتجاوز اعتراضاتهم من خلال التفاوض الرابح، بالإضافة إلى تعريفهم بأهمية مهارات التواصل مع العملاء وطرح الأسئلة المناسبة عليهم كي يتمكنوا من تحديد احتياجاتهم.

هذه الدورة هي دورة تمهيدية؛ فهي تلقي الضوء على أساسيات الموضوع بشكل عام بهدف التعريف به وبمحاوره الأساسية التي يجب الإلمام بها، وهي تتكون من 4 محاور رئيسية يتضمنها عدد من التقييمات للتأكد من مدى فهم المتدربين للمواضيع المطروحة.

إذا كنت من المهتمين بإتقان مهارات البيع الاحترافية أو كان مجال عملك يتطلب إتقان تلك المهارات وتوظيفها في سياق عملك، فهذه الدورة ستكون مثالية لإغناء خبرتك وتطوير مهاراتك في ذلك بشكل فعال ومؤثر.

حيث ستزودك هذه الدورة باطلاع واسع ودقيق على مجموعة من المحاور المتعلقة بهذا الموضوع، مثل: فهم تطبيق القواعد الذهبية التي تساهم في إنجاح عملية البيع، شرح استخدام أساليب المتابعة وخدمة ما بعد البيع لضمان ولاء العملاء، فهم تحليل المؤشرات التي تدفع العملاء إلى إغلاق الصفقة وتحولها إلى بيع، شرح تعدد أنماط التفاوض وعناصر الإقناع لتحقيق الربح لكل من الطرفين، شرح تعدد أساليب التعامل مع اعتراضات العملاء، شرح مزايا المنتجات وتحوّلها إلى فوائد، فهم التفريق بين أنواع الأسئلة التي يمكن طرحها على العملاء لتحديد احتياجاتهم، شرح تطبيق مهارات التواصل اللازمة لتحقيق انطباع أولي جيد وبناء الثقة مع العملاء، شرح تحديد الاختلافات بين الأنماط الشخصية للعملاء وكيفية التعامل مع كل شخصية، شرح الفرق بين الحاجة والدافع لدى العملاء عند الشراء.

What's inside

Syllabus

مقدمة عن البيع

ستزودك هذه الدورة باطلاع واسع ودقيق على مجموعة من المحاور المتعلقة بهذا الموضوع، مثل: فهم تطبيق القواعد الذهبية التي تساهم في إنجاح عملية البيع، شرح استخدام أساليب المتابعة وخدمة ما بعد البيع لضمان ولاء العملاء، فهم تحليل المؤشرات التي تدفع العملاء إلى إغلاق الصفقة وتحولها إلى بيع، شرح تعدد أنماط التفاوض وعناصر الإقناع لتحقيق الربح لكل من الطرفين، شرح تعدد أساليب التعامل مع اعتراضات العملاء، شرح مزايا المنتجات وتحوّلها إلى فوائد، فهم التفريق بين أنواع الأسئلة التي يمكن طرحها على العملاء لتحديد احتياجاتهم، شرح تطبيق مهارات التواصل اللازمة لتحقيق انطباع أولي جيد وبناء الثقة مع العملاء، شرح تحديد الاختلافات بين الأنماط الشخصية للعملاء وكيفية التعامل مع كل شخصية، شرح الفرق بين الحاجة والدافع لدى العملاء عند الشراء.

مهارات الاتصال والتواصل الفعال

من خلال هذه الوحدة ستتعرف على كل ما يتعلق بمهارات وأدوات الاتصال والتواصل الفعال والتي تتضمن كسر الجليد، ولغة الجسد، والإنصات الفعال، وأخيراً استخدام جمل التعاطف.

خطوات البيع الاحترافية

قد تكون هذه الوحدة هي الأهم بالنسبة لك في هذا البرنامج لأنها ستعلمك مهارات البيع الاحترافية خطوةً بخطوة ابتداءً من الاستعداد، ثم تحديد احتياجات العملاء، ثم عرض المنتج أو الخدمة، بالإضافة إلى الخطوة المفصلية في عملية البيع وهي كيفية التعامل مع اعتراضات العملاء، والتفاوض والإقناع، وبعدها الإغلاق، وانتهاءً بالمتابعة وخدمة ما بعد البيع.

قواعد ذهبية لإنجاح عملية البيع

ختام البرنامج سيكون عبارة عن مجموعة من القواعد التي يجب اتباعها لإنجاح عملية البيع، والتي تتضمن أيضاً التعرف على السمات الشخصية لموظفي المبيعات المحترفين.

Good to know

Know what's good

, what to watch for

, and possible dealbreakers

Explains how to understand customer behavior and how their needs drive the sales process

Emphasizes using active listening skills to comprehend customers' concerns

Focuses on developing negotiation and persuasion techniques critical for closing sales

Covers strategies to handle customer objections and guide them towards making a purchase

Provides insights into different sales techniques that can be adapted to various situations

Highlights the significance of building strong relationships with customers for long-term loyalty

Activities

Be better prepared before your course. Deepen your understanding during and after it. Supplement your coursework and achieve mastery of the topics covered in مهارات البيع الاحترافية | Professional Selling Skills with these activities:

Review basic principles of sales and marketing

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A solid understanding of sales and marketing principles is essential for success in the course. This activity will refresh your knowledge and ensure you have a strong foundation.

Browse courses on Marketing Fundamentals

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Review textbooks, articles, or online resources on sales and marketing principles.

Volunteer in a customer-facing role

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Practical experience in a customer-facing role can complement your theoretical knowledge from the course. Volunteering will provide you with valuable hands-on opportunities.

Browse courses on Customer Service

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Identify organizations or businesses where you can volunteer in a customer-facing role.
Apply for volunteer positions and undergo any necessary training.

Review basic communication skills

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Effective communication is crucial in sales. This activity will refresh your communication skills, setting a strong foundation for success in the course.

Browse courses on Communication Skills

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Review the principles of verbal and nonverbal communication.
Practice active listening techniques.

Five other activities

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Show all eight activities

Explore case studies of successful sales techniques

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Learning from real-world examples can enhance your understanding of effective sales strategies. This activity will expose you to successful techniques, providing practical insights.

Browse courses on Sales Techniques

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Identify case studies of successful sales approaches.
Analyze the techniques used and their impact on outcomes.

Engage in role-playing exercises with peers

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Practice makes perfect! Role-playing exercises simulate real-life sales scenarios, allowing you to refine your skills and build confidence in interacting with customers.

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Form small groups with peers.
Take turns playing the roles of salesperson and customer.
Provide constructive feedback to each other.

Practice objection handling scenarios

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Objections are a common hurdle in sales. This activity will provide you with opportunities to practice handling objections effectively, increasing your closing rate.

Browse courses on Objection Handling

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Identify common objections raised by customers.
Develop and practice persuasive responses to objections.

Develop a sales pitch for a given product or service

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Creating a sales pitch is a valuable exercise that combines multiple skills learned in the course. This activity will challenge you to apply your knowledge and deliver a persuasive pitch.

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Research the product or service and identify its unique selling points.
Define your target audience and tailor your pitch accordingly.
Outline and practice your pitch, ensuring clarity and persuasiveness.

Mentor junior sales professionals or students

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Sharing your knowledge and experience with others can reinforce your understanding while contributing to the growth of junior professionals. Consider mentoring opportunities within your network.

Browse courses on Mentoring

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Identify opportunities to mentor junior sales professionals or students.
Provide guidance, support, and constructive feedback to your mentees.

Career center

Learners who complete مهارات البيع الاحترافية | Professional Selling Skills will develop knowledge and skills that may be useful to these careers:

Sales Manager

Sales managers lead and motivate sales teams to meet and exceed sales goals and objectives. A course in professional selling skills will help build a foundation of selling fundamentals and advanced techniques. Topics such as relationship building, negotiation, and closing skills are essential for success in sales management.

See salaries and explore the career path for Sales Manager

Account Manager

Account managers maintain and develop relationships with existing customers to increase sales and ensure customer satisfaction. By taking a course in professional selling skills, you can gain insights into building rapport, identifying customer needs, and managing objections. These skills are critical for success as an account manager.

See salaries and explore the career path for Account Manager

Business Development Manager

Business development managers identify and pursue new sales opportunities to grow revenue and expand market share. A course in professional selling skills can provide the foundation for developing effective strategies, networking, and closing deals.

See salaries and explore the career path for Business Development Manager

Sales Engineer

Sales engineers provide technical expertise and support to customers throughout the sales process. In this role, strong selling skills are essential for effectively communicating complex products or services and building trust with clients. A course in professional selling skills can help sales engineers refine their communication, negotiation, and problem-solving abilities.

See salaries and explore the career path for Sales Engineer

Product Manager

Product managers are responsible for developing, launching, and managing products that meet customer needs. A course in professional selling skills can provide insights into market research, customer segmentation, and value proposition development. These skills are essential for success in product management, as they enable product managers to effectively communicate the benefits and value of their products to customers and stakeholders.

See salaries and explore the career path for Product Manager

Marketing Manager

Marketing managers develop and execute marketing strategies to promote products or services and build brand awareness. A course in professional selling skills can provide a foundation for understanding consumer behavior, market segmentation, and campaign development. These skills can help marketing managers create effective marketing campaigns that resonate with target audiences and drive sales.

See salaries and explore the career path for Marketing Manager

Business Analyst

Business analysts identify and analyze business needs to develop solutions that improve efficiency and productivity. A course in professional selling skills can provide insights into stakeholder management, requirements gathering, and solution design. These skills can help business analysts effectively communicate their findings and recommendations to stakeholders and ensure successful implementation of business solutions.

See salaries and explore the career path for Business Analyst

Project Manager

Project managers lead and coordinate teams to complete projects within defined scope, time, and budget constraints. A course in professional selling skills can provide insights into stakeholder management, negotiation, and conflict resolution. These skills are essential for project managers to effectively manage projects and ensure their successful completion.

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Operations Manager

Operations managers plan, organize, and oversee the day-to-day operations of an organization. A course in professional selling skills can provide insights into process improvement, customer service, and resource management. These skills can help operations managers optimize operations, enhance efficiency, and improve customer satisfaction.

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Human Resources Manager

Human resources managers develop and implement policies and programs related to employee recruitment, compensation, and benefits. A course in professional selling skills can provide insights into building relationships, managing conflict, and negotiating. These skills can help human resources managers effectively attract, retain, and develop talent within an organization.

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Training and Development Manager

Training and development managers plan and implement training programs to improve employee skills and performance. A course in professional selling skills can provide insights into instructional design, facilitation techniques, and evaluation methods. These skills can help training and development managers effectively create and deliver training programs that meet the needs of the organization and its employees.

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Customer Success Manager

Customer success managers ensure the satisfaction and retention of existing customers. A course in professional selling skills can provide insights into relationship building, problem-solving, and upselling. These skills are essential for customer success managers to build strong relationships with customers, identify and address their needs, and drive customer loyalty.

See salaries and explore the career path for Customer Success Manager

Technical Writer

Technical writers create and maintain technical documentation, such as user manuals, whitepapers, and training materials. A course in professional selling skills can provide insights into audience analysis, clear writing, and persuasive communication. These skills can help technical writers effectively communicate complex technical information to a variety of audiences.

See salaries and explore the career path for Technical Writer

Recruiter

Recruiters identify and attract qualified candidates for job openings. A course in professional selling skills can provide insights into building relationships, networking, and persuasive communication. These skills can help recruiters effectively connect with potential candidates, assess their qualifications, and close the loop on the hiring process.

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Market Researcher

Market researchers gather and analyze data to understand customer needs and market trends. A course in professional selling skills may be helpful for market researchers who need to communicate their findings to stakeholders and influence decision-making. However, the course is not directly related to the core responsibilities of a market researcher.

See salaries and explore the career path for Market Researcher