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1、SolutionSelling1APowerfulToolforSalespeopleWhoisSellingaCombinationofProducts,ServicesandConcepts1Anewapproachtogenerateprospectsandnewbusiness.Abehaviorally-correcttechniquefordevelopingbuyerneeds,specifictoyourproduct,serviceandconcept.Anintegratedbuyer-qualification
2、modelwhichtargetsaccesstopower,committeedecisions,andthenegotiationofthesalescycle.Aprototypefordevelopingsalestools,specifictoyourproductsandmarkets,whichenablessalespeopletosucceedimmediatelywhiletheygaintheexpertisetheywillneedlongterm.Asetoftoolswhichenablesmanagem
3、enttomanagepipeline,assignprospectingactivity,controlthecostofsales,andpredictfuturebusinessmoreaccurately.SalesTrainingComponents2DiagnosticsandPowerBasedSellingBotharesalesmodelswhichintegratewithandexpandSalesTraining.Diagnosticssellinghelpsintheareaofneedsprocessin
4、ganddecisionmanagement.PowerBaseSellinghelpsestablishapoliticalinfluencestrategyandacompetitivesalesstrategy.3THETRADITIONALPROCESSTHEDIAGNOSTICPROCESSUNSTABLERELATIONSHIPSTABLERELATIONSHIPClosePresentationProblemSolvingQualifying45%35%15%5%5%10%35%50%AgreementPresenta
5、tionDesignSolutionsProblemSolvingDiagnosisTraditionalvs.Diagnostic4SalesProcessOverviewTargetpotentialopportunitiesPre-callplanningandresearchCreatecuriosityandhopeRapport,credibility,credentialsDevelopbuyeranduserneedsdeterminepain,criticalissuesdiagnosereasonswithbia
6、stowardofferingsdetermineimpactsacrosstheorganization-who,how,financialcreate,participatein,reengineerbuyervisionsclarifyexpectationsandownershipAgreeonevaluationcriteria5DeterminecapabilitiesneededtomeetbuyervisionPresentofferingsBuyeracceptanceofofferingsMutuallyagre
7、eonROINegotiateawin/winprofitableagreementImplementasagreed,measuresuccesscriteriaContinuetodeveloprelationshipUsesuccesstoleverageotheropportunitiesSalesProcessOverview(con’t)6HighDifficultySellingConceptual/intangibleDifficulttolearnandexplainPerceivedasexpensivePerc
8、eivedascomplexRequiresmajorchangebybuyerSoldtocommitteesSmallorganizationsellingtolarge7SuperiorSellerSituationKnowle