销售要以客户为中心(ppt59)(英文版).ppt

CustomerCentric Selling? Skills Prospecting Business Development Alignment (3-Dimensional) Personal Buying Influence Starting Point Horizontal Solution Development Key Player Qualification Opportunity Qualification Control Establishing Business Value Negotiation CCS Process Management CustomerCentric Selling? 技术 潜在主顾和业务发展 组合 (3维) 人员 采购权力人起点 水平线 解决方案开发 关键人物资质认定 机会认定和控制 建立商业价值 谈判 CCS 流程管理 What is CustomerCentric Selling?? 什么是 CustomerCentric Selling?? Adaptability To Change 对改变的适应能力 Of All the Proposals You Did in the Last 12 Months…? Selling to the Pragmatist 在你前12个月所做的所有提案中…? 销售给实用主义者 Selling Behavior Make presentations Offer opinions Relationship focused Gravitate toward users Rely on product Compete to keep busy Attempt to sell by: Convincing/persuading Handling objections Overcoming resistance Competency Components 销售行为 做演讲 提供想法 注重人际关系 倾向于用户 依赖于产品 需要管理 尝试通过下列手段销售： 使其信服/说服 处理反对意见 克服阻力 视情熟识 问相关的问题 注重解决方案 目标瞄准商务人员 关联产品的用途 驾驭他们的经理 使买主能够: 达到目标 解决问题 满足需求 能力的组成 Understanding Your Market(s) Industries served Pharma, Automotive, Food Bev Key Players Plant Manager, Maintenance Manager, VP Ops Key goals objectives Reduce downtime Decrease manufacturing costs Increase production efficiency Your offering Integrated Architecture Workshop Prospect Profile  - Eastman Chemical: Voridian Project 了解你的市场 RACS目标客户特征 (例子) 所服务的行业 药品，汽车，食品 和 饮料 关键人物 工厂经理，生产副总裁，运营副总裁 关键目的和目标 减少停工时间 减少生产成本 提高生产率 你的产品 合成结构 研讨会潜在客户概况  - Eastman Chemical: Voridian 项目 “I dread creating (and defending) forecasts.” “Most of my sales reps don’t know when to or cannot walk away from bad opportunities.” “A prospect asks a question and my salespeople grab a technical resource and run out on a sales call.” “It is painful to complete sales cycles and have prospects decide to do nothing.” “When a deal finally closes, it resembles a series of random events tied together by hope and luck.” Management Issues 待玛介绚搐洒页叫焦眠涅钳矩亢韩骏木遥矿糟父担慧富德接庙硬澜伶恐牺销售要以客户为中心(ppt59)(英文版)销售要以客户为中心(ppt5