영업 잠재 고객에게 다가가는 법 from Coursera

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Syllabus

1주 차: 고효율 미팅 운영하기

직장 생활을 하면서 매주 몇 번의 회의를 진행했습니까? 대부분의 경영진은 “20-30”이라고 말합니다. 이들 중 몇 번이나 “고효율”로 진행이 되었나요? 대부분의 경영진은 “5-10%”라고 대답했습니다. 우리는 더 잘 할 수 있어요. 어떤 회의든 회의를 다음 단계로 나아가도록 하기 위해 사용할 수 있는 5가지 주요 원칙이 있습니다. 이 원칙을 사용하여 사람들이 바쁜 하루가 끝날 때쯤 생각하게 되는 사람이 되어 보세요.

2주 차: 더 나은 질문하기

직장에서 전문가로 일하는 동안, 그리고 개인의 삶 속에서 우리는 대화에 많은 시간을 소비합니다. 우리가 누군가를 알고자 하고 결정에 영향을 미치며, 아이디어 또는 제품을 판매하고, 사람들을 이끌거나 친구와 놀고자 할 때 좀 더 역동적인 대화를 이끌 수 있는 연습을 할 수 있는 특정 기술과 훈련법이 있습니다. 이번 주 우리는 더 나은 영업 질문을 하는 데 중점을 둘 것입니다. 실적이 좋은 영업 사원은 더 나은 질문을 함으로써 고객으로부터 실용적인 정보를 더 많이 얻습니다.

3주 차: 거절 대응하기

이번 주 우리는 영업 거절에 중점을 둘 것입니다. 거절은 영업 프로세스에서 자연스러운 것이며 기꺼이 받아들여지는 것입니다. 거절은 여러분이 자신과 경쟁자 사이를 떨어뜨려놓을 수 있도록 굉장한 기회를 제공합니다. 영업에서 거절은 당연한 것입니다. 하지만 성과가 좋은 사람들은 여러분이 놀랄 만한 방법으로 목표와 장애물, 거절을 다룹니다. 우리는 좋은 성과를 내는 사람들이 어떻게 이를 이루어 내며 이것이 고객에게 어떤 영향을 미치는지 알아볼 것입니다.

4주 차: 이야기의 힘

4주 차는 여러분이 가진 도구 중 영향력을 미칠 수 있는 가장 강력한 도구를 알아봅니다. 바로 적절한 이유를 가지고 적절한 시기에 적절한 이야기를 하는 여러분의 능력이죠. 이야기는 진실이 제공하지 않는 두 가지를 제공합니다. 문맥과 감정이죠. 여러분의 사업을 맥락과 관련 짓는 능력은 판매 노력에 있어 중요하며 의사 결정을 이끄는 감정에 연결될 수 있습니다. 우리는 이야기가 어떻게 이러한 일들을 해내는지 알아볼 것이며 전략적인 Story Matrix℠를 만들어 여러분이 손가락 끝에서 적절한 이야기를 만들어 내도록 할 것입니다.

5주 차: 효과적인 팀 판매

팀 판매는 개인 판매보다 더욱 복잡합니다. 방 안에 똑똑한 사람이 많을 수록 나쁜 습관이 초래되기 때문이죠. 5주 차에서 우리는 팀 상황에 대응하는 방법과 '자리를 지키는 방법'에 대해 알아볼 것입니다.

Good to know

Know what's good

, what to watch for

, and possible dealbreakers

영업 팀에 속하는 학습자의 목표인 고효율적 미팅 진행법 숙달을 위한 교육을 제공한다

학습자의 능력에 맞게 보다 나은 영업을 위한 핵심적인 질문을 만드는 것을 다룹니다

영업 담당자가 흔히 부딪히는 상황인 거부에 대한 대처 방안을 다룹니다

영향력 있는 이야기 기법을 소개하여 학습자의 영업 능력을 향상시킵니다

팀 판매와 같은 복잡한 상황에서도 각자의 역할을 수행하는 방법을 다룹니다

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 영업 잠재 고객에게 다가가는 법 with these activities:

How to Win Friends & Influence People

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Delve into the principles of effective communication and interpersonal skills to enhance your interactions with customers.

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Read the book thoroughly, taking notes and highlighting key concepts.
Identify and apply the principles discussed in the book to real-life sales situations.
Discuss the book's insights with fellow students or industry professionals.

Review Basic Sales Principles

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Reinforce your understanding of core sales principles to strengthen the foundation for the course concepts.

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Review course materials and textbooks on sales principles.
Attend online or in-person workshops on basic sales.
Read articles and case studies on effective sales strategies.

Online Sales Skills Training

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Enroll in online tutorials to supplement your learning and enhance your sales abilities.

Browse courses on Sales Training

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Identify reputable online platforms offering sales training courses.
Select courses that align with your specific needs and interests.
Follow the video lessons, complete exercises, and engage in discussions.

Four other activities

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Sales Simulation Workshop

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Participate in a simulated sales environment to apply course concepts in realistic scenarios.

Browse courses on Negotiation Skills

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Attend a workshop or online simulation platform.
Take on different roles as buyers and sellers.
Negotiate deals, handle objections, and close sales.
Receive feedback from peers and facilitators.

Customer Role-Playing Practice

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Engage in role-playing exercises to improve dialogue and interactions with potential customers.

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Find a partner or group for role-playing.
Assign roles and prepare scenarios based on the course content.
Practice active listening, questioning techniques, and product knowledge.
Provide feedback and constructive criticism to improve communication skills.

Sales Storyboarding

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Develop a storyboard that visually represents your sales process and highlights key customer touchpoints.

Browse courses on Customer Journey Mapping

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Identify the stages of your sales process and customer interactions.
Create a visual representation of the process using drawings, diagrams, or flowcharts.
Include key information such as customer pain points, solutions offered, and objections handled.
Share your storyboard with colleagues for feedback and refinement.

Sales Pitch Presentation

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Develop a comprehensive sales pitch presentation to showcase your understanding of product features and benefits.

Browse courses on Sales presentations

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Research the product, target audience, and competition.
Create a compelling presentation outline and storyboard.
Develop clear and persuasive sales arguments and visuals.
Practice and refine your presentation delivery.
Present your pitch to a mock audience for feedback.

Career center

Learners who complete 영업 잠재 고객에게 다가가는 법 will develop knowledge and skills that may be useful to these careers:

Sales Manager

Sales Managers are responsible for generating revenue, meeting sales quotas, and overseeing the performance of their teams. They must be able to understand their customers' needs and develop strategies to meet those needs. The Art of Sales Specialization: Reaching Out to Sales Prospects course can help Sales Managers by providing them with the skills to conduct effective meetings, ask better questions, and handle objections. The course can also help Sales Managers develop the storytelling skills needed to connect with customers and build relationships.

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Business Development Manager

Business Development Managers are responsible for developing new business opportunities for their companies. They must be able to identify and qualify leads, develop and execute sales pitches, and close deals. The Art of Sales Specialization: Reaching Out to Sales Prospects course can help Business Development Managers by providing them with the skills to identify and qualify leads, develop and execute sales pitches, and close deals.

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Account Manager

Account Managers are responsible for managing relationships with existing customers. They must be able to build rapport with customers, identify their needs, and develop solutions to meet those needs. The Art of Sales Specialization: Reaching Out to Sales Prospects course can help Account Managers by providing them with the skills to build rapport with customers, identify their needs, and develop solutions to meet those needs.

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Marketing Manager

Marketing Managers are responsible for developing and implementing marketing campaigns. They must be able to understand their target audience, develop creative content, and track the results of their campaigns. The Art of Sales Specialization: Reaching Out to Sales Prospects course can help Marketing Managers by providing them with the skills to understand their target audience, develop creative content, and track the results of their campaigns.

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Sales Engineer

Sales Engineers are responsible for providing technical support to sales teams. They must be able to understand customer needs and develop solutions to meet those needs. The Art of Sales Specialization: Reaching Out to Sales Prospects course can help Sales Engineers by providing them with the skills to understand customer needs and develop solutions to meet those needs.

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Product Manager

Product Managers are responsible for developing and managing products. They must be able to understand customer needs and develop products that meet those needs. The Art of Sales Specialization: Reaching Out to Sales Prospects course can help Product Managers by providing them with the skills to understand customer needs and develop products that meet those needs.

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Customer Success Manager

Customer Success Managers are responsible for ensuring that customers are satisfied with their products or services. They must be able to build rapport with customers, identify their needs, and develop solutions to meet those needs. The Art of Sales Specialization: Reaching Out to Sales Prospects course can help Customer Success Managers by providing them with the skills to build rapport with customers, identify their needs, and develop solutions to meet those needs.

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Sales Operations Manager

Sales Operations Managers are responsible for managing the day-to-day operations of a sales team. They must be able to develop and implement processes, track progress, and provide support to sales reps. The Art of Sales Specialization: Reaching Out to Sales Prospects course can help Sales Operations Managers by providing them with the skills to develop and implement processes, track progress, and provide support to sales reps.

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Sales Trainer

Sales Trainers are responsible for training and developing sales teams. They must be able to understand sales techniques and develop training programs that will help sales reps improve their performance. The Art of Sales Specialization: Reaching Out to Sales Prospects course can help Sales Trainers by providing them with the skills to understand sales techniques and develop training programs that will help sales reps improve their performance.

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Business Analyst

Business Analysts are responsible for analyzing and improving business processes. They must be able to understand business needs and develop solutions to meet those needs. The Art of Sales Specialization: Reaching Out to Sales Prospects course may be helpful to Business Analysts by providing them with the skills to understand business needs and develop solutions to meet those needs.

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Consultant

Consultants provide advice and guidance to businesses on a variety of topics. They must be able to understand business needs and develop solutions to meet those needs. The Art of Sales Specialization: Reaching Out to Sales Prospects course may be helpful to Consultants by providing them with the skills to understand business needs and develop solutions to meet those needs.

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Entrepreneur

Entrepreneurs start and run their own businesses. They must be able to understand customer needs and develop products or services that meet those needs. The Art of Sales Specialization: Reaching Out to Sales Prospects course may be helpful to Entrepreneurs by providing them with the skills to understand customer needs and develop products or services that meet those needs.

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Freelancer

Freelancers provide their services to businesses on a contract basis. They must be able to understand customer needs and develop solutions to meet those needs. The Art of Sales Specialization: Reaching Out to Sales Prospects course may be helpful to Freelancers by providing them with the skills to understand customer needs and develop solutions to meet those needs.

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Non-profit Manager

Non-Profit Managers are responsible for managing non-profit organizations. They must be able to understand the needs of the community and develop programs to meet those needs. The Art of Sales Specialization: Reaching Out to Sales Prospects course may be helpful to Non-Profit Managers by providing them with the skills to understand the needs of the community and develop programs to meet those needs.

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Teacher

Teachers educate students in a variety of subjects. They must be able to understand the needs of their students and develop lesson plans that will help them learn. The Art of Sales Specialization: Reaching Out to Sales Prospects course may be helpful to Teachers by providing them with the skills to understand the needs of their students and develop lesson plans that will help them learn.

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