Executivo de Vendas, Vendas Consultivas e Prospecção

Go to Course: https://www.coursera.org/learn/executivo-vendas-vendas-consultivas-e-prospeccao

Introduction

**Course Review: Executivo de Vendas, Vendas Consultivas e Prospecção on Coursera** In the ever-evolving world of sales, having a solid foundation in consultative selling and client prospecting is crucial for achieving success. The Coursera course titled "Executivo de Vendas, Vendas Consultivas e Prospecção" offers a comprehensive exploration of this very subject, and it stands out as an invaluable resource for both aspiring and seasoned sales professionals. ### Overview The course welcomes participants with a detailed introduction to consultative selling techniques that empower them to prospect clients and facilitate value-driven sales. Unlike traditional sales tactics that emphasize price, this course concentrates on the strategies and principles that enhance a customer's perception of value. Participants are equipped with practical tools and actionable insights that benefit every stage of the selling process. By the end of the course, learners will not only grasp the fundamentals of effective sales techniques but also be prepared to escalate their sales results to new heights. ### Syllabus Breakdown 1. **Comportamentos Ideais para Vendas de Valor** This module delves into the mindset of high-performing sales executives. It focuses on transforming the selling approach from a price-oriented perspective to one that emphasizes value. Drawing from extensive market research, the course outlines behaviors and strategies that successful sellers use to command premium pricing for their products and services. 2. **Perguntas Estratégicas e Poderosas** Sales success often hinges on asking the right questions. This segment of the course teaches participants how to employ strategic questioning techniques that unveil critical information from clients. Additionally, it encourages sellers to guide customers in understanding the significance of the proposed solutions, facilitating meaningful conversations. 3. **Processos de Vendas e suas Etapas** Understanding the customer journey is crucial for effective selling. This module highlights how to accurately identify each phase of the customer's decision-making process. By mastering the technical steps involved in sales, participants will improve their ability to engage customers and adapt their sales approach accordingly. 4. **Modelo de Gestão de Vendas** The final part of the course focuses on sales management methodologies. Participants learn how to use various tools to plan and strategize sales efforts, mapping out effective tactics that enhance measurable performance. This focus on management equips sales professionals not only with selling skills but also with leadership capabilities essential for creating a high-performing sales team. ### Recommendation I highly recommend the "Executivo de Vendas, Vendas Consultivas e Prospecção" course on Coursera for anyone looking to sharpen their sales skills. Whether you're a newcomer to sales or looking to refine your existing capabilities, the course provides insightful content that is applicable to real-world scenarios. The emphasis on value-based selling over price-driven tactics is particularly pertinent in today's competitive market, where customers seek solutions that meet their needs rather than simply the lowest price. With a mix of theory and practical strategies, the course equips learners with the necessary tools to not only understand their customers better but also to drive substantially improved sales performance. If you're eager to elevate your sales career and make a lasting impact in your organization, enrolling in this course might just be the best decision you make this year.

Syllabus

Comportamentos Ideais para Vendas de Valor

Como se tornar um executivo de vendas de alta performance, como vender valor e deixar o preço menos impactante na tomada de decisão do cliente. Vamos explorar aqui resultados de grandes pesquisas de mercado que revelaram o que vendedores fazem para conquistar a venda de produtos e/ou serviços a um premium price.

Como atuar estrategicamente como vendedor a partir de um conjunto de perguntas que permitem extrair informações importantes do cliente, bem como ajudá-lo a refletir sobre a importância da solução (produto e/ou serviço) oferecida.

Como entender o momento do cliente para adequar a abordagem de vendas corretamente. Potencializar resultados a partir da atuação das etapas técnicas de uma venda e aprimorar resultados comportamentais de abordagem ao cliente.

Como planejar e mapear estratégias e táticas de vendas a partir de ferramentas assertivas e como conduzir o aprimoramento da performance de resultados em vendas por meio de condutas comportamentais mensuráveis.