rockwell以客户为中心的销售1(59).pptx

The message driven sales process ?;信息驱动的销售过程 ?;CustomerCentric Selling? Skills;CustomerCentric Selling? 技术;Workshop Outline Day 1 12:00pm Workshop begins 3:00pm Break 6:00pm End of Workshop Begin Team Assignment Day 2 8:00am Workshop begins 10:00am Break 12:00pm Lunch 3:00pm Break 5:30pm End of Workshop Begin Team Assignment ;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“???”。14:36:1114:36:1114:368/12/2021 2:36:11 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-2114:36:1114:36Aug-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。14:36:1114:36:1114:36Thursday, 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-2114:36:1114:36:11August 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 20212:36:11 下午14:36:11八月-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 14:36:1114:36:1112 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。2:36:11 下午2:36 下午14:36:11八月-21 ;Event Kick-off Workshop Objectives RACS Objectives Workshop Modules CCS Core Concepts RA Process Map Introduction to CCS Selling Issues Management Issues Competency Components Market Knowledge Lab: Case Study Prospect Profile Product Usage Knowledge Exercise: Creating Capabilities (EQPA format) Pages 28 - 38 MODULE 1: CCS Skill- Alignment Personal Starting Point Horizontal CORE CONCEPT #1: You get delegated to the people you talk like Pages 39 - 58 MODULE 2: CCS Skill- Solution Development CORE CONCEPT #2: People are best convinced by reasons they themselves discover CORE CONCEPT #3: No goal, No prospect: The only person who can call it a Solution is the prospect! CORE CONCEPT #4: You can only “sell” to someone who can “buy” Looking Vs. Not Looking Initiating Buying Cycles;研讨会概要 第 1天 下午12:00 研讨会开始 下午3:00 休息 下午6:00 研讨会结束 开始小组任务 第 2天 上午8:00 研讨会开始 上午10:00