Business Development - The Solution Selling Way：业务开发的解决方案的销售方式.ppt

? Solution Selling, Inc. ? 2007 * ? Solution Selling, Inc. ? 2007 * ? Solution Selling, Inc. ? 2007 * SPI Confidential * ? Solution Selling, Inc. ? 2007 * ? Solution Selling, Inc. ? 2007 * ? Solution Selling, Inc. ? 2007 * ? Solution Selling, Inc. ? 2007 * ? Solution Selling, Inc. ? 2007 * SPI Confidential * SPI Confidential Reference Story: Example Situation: General Manager Auto Dealership Critical Business/ Personal Issue: Declining sales revenues Reason(s): Tightening of credit policies Capability(s): He told us he needed credit policies that would allow him to make decisions without having to gain prior approval We provided… …this capability Result: Over the last twelve months, the auto dealership sales have increased by more than 20% Situation: Critical Business / Personal Issue: Reason(s): Capability(s): We provided… Result: Reference Story: Template Building a Compelling Value Proposition Your Offering Customer A Situation Initial Value Proposition Reference Story Projected Results Measured Results EXTRAPOLATE Your Offering Customer B Situation Initial Value Proposition: Example “We believe that Quality Auto should be able to increase its financing revenues by 20% over the next 12 months by providing your customers with access to our credit union’s loan packages.” Initial Value Proposition: Format and Template “We believe that _____________________________ should be able to __________________________________________________________ (by $_______________ or _______________%) through the ability to ________________________________________ as a result of ______________________________________________ for an investment of $_______________.” Value Proposition assumptions being made: ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ Value Proposition Format: We believe that [ Client n