整体方案销售技巧(Solutionselling)

SolutionSelling®•Version2001•©2001SalesPerformanceInternational•AllrightsreservedMSSforPartnersOverviewSOLUTIONSELLINGSolutionSelling®•Version2001•©2001SalesPerformanceInternational•AllrightsreservedTrademarkNotice:Thisisacurrentnon-exclusivelistingoftrademarksownedorlicensedbySalesPerformanceInternational,Inc.Anyquestionsconcerningtheuseofthesetrademarks:whetheranamethatdoesnotappearonthislistisinfactatrademarkofSalesPerformanceInternational,orcommentsconcerningthismanual,workshoporpresentationshouldbereferredtoSalesPerformanceInternational,Inc.intheUnitedStatesatthefollowingaddress:SalesPerformanceInternational,Inc.6230FairviewRoad,Suite200Charlotte,NorthCarolina28210USAPhone:[e-mail]®isaregisteredtrademarkofSolutionSelling,Inc.,aProvantCompany,usedunderlicensetoSalesPerformanceInternational;SolutionSelling®SalesManagementProgram,SolutionSelling®Automation,SolutionSelling®FinancialServices,SituationalFluencyPrompter™,9BlockVisionProcessingModel™,PainChain™,PipelineMilestoneWorksheet™aretrademarksandservicemarksofSolutionSelling,Inc.,aProvantCompany,usedunderlicensetoSalesPerformanceInternational.Allotherreferencedmarksarethoseoftheirrespectiveowners.ThisdocumentmaynotbereproducedinwholeorinpartwithoutthepriorwrittenconsentofSalesPerformanceInternational,Inc.CreditandCopyrightiiSolutionSelling®•Version2001•©2001SalesPerformanceInternational•AllrightsreservedSolutionSelling®•Version2001•©2001SalesPerformanceInternational•AllrightsreservedPrefaceAspartoftheworldwideIntegratedSolutionSellinginitiative,MicrosoftisimplementinganewapproachtosellingMicrosoftproductsandsolutionscalledMicrosoftSolutionSelling(MSS).BecauseBusinessPartnersplayanimportantpartinthesaleofMicrosoft’sproductsandsolutions,MSSisnowbeingofferedtoMicrosoftBusinessPartners.ThispresentationisintendedtocreateanawarenesswithintheMicrosoftBusinessPartnercommunityofMSSforPartnersaswellasadesiretoengage.ItisintendedtobeanOverviewanditisnotintendedtobeaformoftraining.SolutionSelling®•Version2001•©2001SalesPerformanceInternational•Allrightsreserved•Customersandcompetitorsdemandwechange:–Customerswanttrustedadvisors,notvendors–Manycompetitorsfillthatrole–WeneedtosellmoretoLinesofBusinessExecs-theyhavethemoneyanddrivemostnewITacquisitions–LOBExecsbuysolutionstotheirbusinessproblems,nottechnologyWearesuccessful,whychange?SolutionSelling®•Version2001•©2001SalesPerformanceInternational•AllrightsreservedBuyerstellmeourservicescosttoomuchandtheycouldn’tcostjustifythem.”Theywouldn’tletmeinattherightlevel.”Theconsultantdidn’tdoagoodjob.”Ilosecontrolofourprospectsattheendofthesellcycle.”Wegotintoolate.”Theprospectdidn’tknowwhattheywanted.”Wemissedtheneedsofcertaincommitteemembers.”Igetanopportunitystartedandourresellersdroptheball.”Mymanagertellsmewhattodo,NOThowtodoit.”Mycompetitionsellsface-to-facewhilemymanagerforcesmetoselloverthephone.”Managementdemandsdetailedwrittensalesforecasts-dotheywantmetosellorfilloutforms?”Prospectscanbuythesamecapabilitiesfromsomeoneelse,soIhavetooutsellmycompetitiontowinthebusiness.”““““““““““““SellingDifficultiesCanyourelate?SolutionSelling®•Version2001•©2001SalesPerformanceInternational•AllrightsreservedItisbecomingincreasinglydifficulttopredictrevenue.”Mysalespeoplearecomfortablecallingtechnicalandendusersbutareineffectivewithexecutivemanagement.”Welosetonodecisionmorethantoanysinglecompetitor.”Onlyafewofmynewhiresdevelopintotopproducers.”Salespeopleneedtechnicalpeoplewiththemontoomanycalls.”Marketingeffortsareoutofsynchwithoursalesefforts.”Salespeopleblamelossesontheproduct.”Assoonasthepipelinelooksgood,prospectingstops.”Itisdifficulttofindnewopportunities,soweenduprespondingtoRFPswiredforourcompetition.”BythetimeIgetaskedtogetinvolvedtherepisalreadylosing.”Mysalespeopledon’tknowwhentodisqualify(orqualifyout).”Weselltechnologythatbuyersdon’tfullyunderstandtohelpthemaddressproblemstheydon’tknowhowtosolve.”““““““““““““ManagingDifficultiesCanyourelate?SolutionSelling®•Version2001•©2001SalesPerformanceInternational•AllrightsreservedObjectivesofMSSforPartnersToenableMicrosoftandMicrosoftBusinessPartnerstoincreasesalesproductivity.Specifically,MSSforPartnersisasalesprocessdesignedtohelp:GenerateinterestinMicrosoftrelatedofferingsIdentifyanddiagnosecustomercriticalbusinessissuesCreateadesireforasolutionthatwilladdressacustomer’scriticalbusinessissue(s)Changeacustomer’sbiasedvisionofacompetitivesolutionCreateavaluepropositionGainaccesstodecision-makingauthorityorinfluenceDifferentiatethemselvesfromcompetition,byhowtheysellinadditiontowhattheysellClosemoreopportunitiesbotheffectivelyandefficientlyQualifyeachstepofthesalescyclePredictrevenueattainmentmoreaccurately(Randomeventsproducerandomresults.)…andappearasonesalesteam.SolutionSelling®•Version2001•©2001SalesPerformanceInternational•AllrightsreservedMSSforPartnersPositioningThisprocessisbuiltonhowbuyersbuy,whichdifferentiatesitfromothersalesmethods.Itisapplicableforsellingproducts,services,andintangibles.Theproce