非常好的解决方案销售培训资料.pptx

SolutionSelling1APowerfulToolforSalespeopleWhoisSellingaCombinationofProducts,ServicesandConcepts1非常好的解决方案销售培训资料第1页

Anewapproachtogenerateprospectsandnewbusiness.Abehaviorally-correcttechniquefordevelopingbuyerneeds,specifictoyourproduct,serviceandconcept.Anintegratedbuyer-qualificationmodelwhichtargetsaccesstopower,committeedecisions,andthenegotiationofthesalescycle.Aprototypefordevelopingsalestools,specifictoyourproductsandmarkets,whichenablessalespeopletosucceedimmediatelywhiletheygaintheexpertisetheywillneedlongterm.Asetoftoolswhichenablesmanagementtomanagepipeline,assignprospectingactivity,controlthecostofsales,andpredictfuturebusinessmoreaccurately.SalesTrainingComponents2非常好的解决方案销售培训资料第2页

DiagnosticsandPowerBasedSellingBotharesalesmodelswhichintegratewithandexpandSalesTraining.

Diagnosticssellinghelpsintheareaofneedsprocessinganddecisionmanagement.

PowerBaseSellinghelpsestablishapoliticalinfluencestrategyandacompetitivesalesstrategy.3非常好的解决方案销售培训资料第3页

THETRADITIONALPROCESSTHEDIAGNOSTICPROCESSUNSTABLERELATIONSHIPSTABLERELATIONSHIPClosePresentationProblemSolvingQualifying45%35%15%5%5%10%35%50%AgreementPresentationDesignSolutionsProblemSolvingDiagnosisTraditionalvs.Diagnostic4非常好的解决方案销售培训资料第4页

SalesProcessOverviewTargetpotentialopportunitiesPre-callplanningandresearchCreatecuriosityandhopeRapport,credibility,credentialsDevelopbuyeranduserneedsdeterminepain,criticalissuesdiagnosereasonswithbiastowardofferingsdetermineimpactsacrosstheorganization-who,how,financialcreate,participatein,reengineerbuyervisionsclarifyexpectationsandownershipAgreeonevaluationcriteria5非常好的解决方案销售培训资料第5页

DeterminecapabilitiesneededtomeetbuyervisionPresentofferingsBuyeracceptanceofofferingsMutuallyagreeonROINegotiateawin/winprofitableagreementImplementasagreed,measuresucce