rockwell以客户为中心的销售12.pptx

CustomerCentric Selling? Skills;CCS 技巧;CustomerCentric Selling?技巧;You get delegated to people you talk like;Insincere obviously basically candidly trust me honestly let me be honest with you how’s it going? no problem! like you/yours;你被授权为代言人;虚伪 很明显 基本上 坦率地说 相信我 真心地说 请相信我的诚意 进展如何？ 没问题! 就像你/你的;9、我们的市场行为主要的导向因素，第一个是市场需求的导向，第二个是技术进步的导向，第三大导向是竞争对手的行为导向。八月-21八月-21Thursday, August 12, 2021 10、市场销售中最重要的字就是“问”。14:36:1414:36:1414:368/12/2021 2:36:14 PM 11、现今，每个人都在谈论着创意，坦白讲，我害怕我们会假创意之名犯下一切过失。八月-2114:36:1414:36Aug-2112-Aug-21 12、在购买时，你可以用任何语言；但在销售时，你必须使用购买者的语言。14:36:1514:36:1514:36Thursday, August 12, 2021 13、He who seize the right moment, is the right man.谁把握机遇，谁就心想事成。八月-21八月-2114:36:1514:36:15August 12, 2021 14、市场营销观念：目标市场，顾客需求，协调市场营销，通过满足消费者需求来创造利润。12 八月 20212:36:15 下午14:36:15八月-21 15、我就像一个厨师，喜欢品尝食物。如果不好吃，我就不要它。八月 212:36 下午八月-2114:36August 12, 2021 16、我总是站在顾客的角度看待即将推出的产品或服务，因为我就是顾客。2021/8/12 14:36:1514:36:1512 August 2021 17、利人为利已的根基，市场营销上老是为自己着想，而不顾及到他人，他人也不会顾及你。2:36:15 下午2:36 下午14:36:15八月-21 ;Salesperson Stereotype ;Adversity Creates OpportunityDifferentiate yourself by the way you sell;销售人员陈规 ;逆境创造机会你可以通过销售方法使自己与众不同;Questions vs. Statements;Getting Buyers to Solutions:The prospect dictates where you start;问题与陈述;将购买者引导到解决方案前景决定你的出发点：;Starting Points for Developing Solutions;Starting Point Examples;开发解决方案的出发点;起点举例;Buyer Priority/Concern;Solution Development;购买者优先考虑的事/关心的事;解决方案 开发;CustomerCentric Selling? Skills;People are best convinced by reasons they themselves discover;CustomerCentric Selling? 技巧;人们最信服他们自己发现的原因;A seller’s “Value Proposition” “We believe… when a problem occurs in your production system, your engineers could identify the problem by accessing one data table and take corrective action without accessing multiple programs and multiple copies of documentation; [Seller Opinion #1] AND ... when a change occurs in a production run, your control engineer could make a copy of the existing system from a central computer, make modifications and ap