销售技巧讲座.pptx

如何销售MS SQL Server左洪高级产品经理微软（中国）有限公司Billzuo@If you think this is a sales training, you’re wrong! It’s a sales workshop!目标集思广益，分享您的经验了解数据库市场了解SQL7的优势了解数据库销售的方法Selling software isEasy / Complex?Why?Multiple user requirementProduct complex / reliabilityLack of confidenceFunctionalityHigh priceCompetitorTechnologyPiracyUnregurated marketThe consequencesThe buyer-seller relationship models are changing – are you?The way you sell to individuals is not necessarily the way you sell to a groupWhat works early in the sales may not work at the endThe way you sell to executives is different from the way you sell to project teamsPersonality, persuasion,and aggressiveness alone won’t lastCompetitive selling is differentRepetitive selling is a different modelAccount management is different from opportunity managementThe five generations of sellingClient asorganizationleadersFarmersSellersHuntersTellersClient as individualCompetitor’sStrategyCompetitor’sProductThe tellerThe SellerClient as individualsalespersonFace to face sellingConsultative sellingListen first,talk secondProblem in search of solutions – not solutions in search of problemsBefore the presentationBuild rapport and preferenceDetect pains-technical and strategicStimulate dormant demandFocus presentationRaise issuesAffect processPositionMeasure and setup competitionLearn terms and cultureDetermine politics and navigationThe hunterNew name businessCompetitive,political evaluationsControl tacticsClientorganizationcompetitorsSalespersonThe farmerDeliver resultsMake higher wider contactsDocument valueControl events politicsDetect and influence the next buying cycleClient asindividualSolutionSalespersonThe leaderA sales man is the CEO of virtual companyWhat: create the visionHow: create the strategy to achieve that visionWho: who will doing all these things?The magic word: WHY?before you start sell:Why they need to buy?What’s the problem?Why they need to buy from you?What’s the benefit from you?Why they need to buy fro