非常好的解决方案销售培训资料.pptVIP

Key Thoughts on Keeping Momentum If you can’t answer these questions, you are not in control. Why do they want Symix? Why do they need Symix? Who will decide? What are the steps to buy ($ commitment)? Sanity check sources: RSM, ASM, VP Symix customers used as reference sites Multiple sources in the prospect * Key Thoughts on Keeping Momentum Must be prepared not to be prepared Role play alternatives/outlines of phone calls, meetings, etc. Don’t play phone tag: leave a message that demands action. * Examples of “Stuff” to Keep Momentum “Hot 5” calls Where have we been together? Why partner with Symix? Symix Differentiators When to send it? Who to send it to? Why send it? Who can help you verify via phone Executive Management Symix Reference Site Leasing Company Symix Pre-sales Consultants * Recap the road map for Power Executives need all information to make a decision If you’ve established why they need Symix, it should be fun If you feel tension, BACK OFF Negotiations are a “Two-Way Street” We all have “higher authority” for approval. * Negotiating Knowledge is power. Plan before you begin. Know your bottom line before you begin. Don’t give without getting, and not until you have withstood three “squeezes” by the buyer. Give reluctantly and slowly Be patient. Be willing to walk away today. Seller must overcome their emotional hurdle first. Buyer must believe they are getting the best deal. Use a win-win approach. * Closing Worksheet Is it closeable today? Power to buy? Pay back agreed to? L/T/A approvals? Plan complete? Known cost since Stand 1: ___________________________________________________ Stand 2: ___________________________________________________ Stand 3: ___________________________________________________ “The only way I could do something for you is if you could do something for me? Buyer should ask: “like what?” Your condition: ______________________________________________ If buyer accepts your condition, Your offer: ___________________________