非常好的解决方案销售培训资料.pptx

Solution Selling1;A new approach to generate prospects and new business. A behaviorally-correct technique for developing buyer needs, specific to your product, service and concept. An integrated buyer-qualification model which targets access to power, committee decisions, and the negotiation of the sales cycle. A prototype for developing sales tools, specific to your products and markets, which enables sales people to succeed immediately while they gain the expertise they will need long term. A set of tools which enables management to manage pipeline, assign prospecting activity, control the cost of sales, and predict future business more accurately.;Diagnostics and Power Based Selling;THE TRADITIONAL PROCESS;Sales Process Overview;Determine capabilities needed to meet buyer vision Present offerings Buyer acceptance of offerings Mutually agree on ROI Negotiate a win/win profitable agreement Implement as agreed, measure success criteria Continue to develop relationship Use success to leverage other opportunities;High Difficulty Selling;Superior Seller;Basic Principles;Latent Pain Vs. Pain;Three Levels of Buyer Pain;Definition of Needs;Definition of Needs (con’t);Examples of Needs;Types of Approval;Components of a Sale;How People Buy;Alignment of Buying Selling Phases;Buying Phases;Risk Objections;;;;;;;Reference Story Format;Reference Story;What’s It Worth to Reduce Inventory?;;Value Measurement Elements;Power Sponsor;Why Change?;Interdependence;Organizational Interdependence;Transition to Vision Processing;Transition to Vision Processing;Transition to Vision ProcessingTransition Question Examples;Transition to Vision ProcessingTransition Question Examples;Transition to Vision ProcessingTransition Question Examples;Navigating the Three Levels of Need;Three Levels of Need;;Vision Processing Model;The Power Base;The Power Base; The Power Base;;Vision Reengineering;Vision Processing Prompter - Reengineering;Tag Team Role Play;Proof of Vision;Enhancing the Buyer’s