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Topic1:解决方案销售技巧解决方案销售技巧解决方案销售技巧解决方案销售技巧通过学习通过学习通过学习通过学习,你可以掌握你可以掌握你可以掌握你可以掌握:IBMSystemxSalesEducationSeries:AdvancedPerformanceSalesTrainingIBMSystems&TechnologyGroupEducation&SalesEnablement©2010IBMCorporation通过学习通过学习通过学习通过学习,你可以掌握你可以掌握你可以掌握你可以掌握:为客户创造价值为客户体验方案价值Tailoryoursellingmessagetoyourclientsspecificneedsandpainpoints使用”客户价值理论”来赢单--Engageclientvaluemethodologiestogainacompetitiveedge掌握回应客户问题的技巧--Mastertheartofobjectionhandling和客户建立长久的关系--Dominateasasellerandgainskillstohelpbuildlong-termclientrelationships更好地发现商业机会,助你成功--BetteridentifyopportunitiesandmaximizeyoursuccessAgenda方案销售的价值方案销售的价值方案销售的价值方案销售的价值客户价值介绍方案销售的几个阶段--Phases客户购买习惯--BuyingBehaviors竞争--CompetitiveSupportIBMSystems&TechnologyGroupEducation&SalesEnablement©2010IBMCorporation团队合作--TEAMING竞争性销售--WinwithCompetitiveSelling如何回应客户问题--HandlingObjections销售策略在实践中的应用--PuttingtheSalesStrategyConceptsintoAction回顾--ReviewPointstoPonder如何理解客户的环境,来帮助你更好地为客户服务?如何使用IBM的解决方案来帮助客户成功?IBMSystems&TechnologyGroupEducation&SalesEnablement©2010IBMCorporation方案来帮助客户成功?IBM和友商相比,有什么过人之处?I1幻灯片幻灯片幻灯片幻灯片3333I1I1I1I1Thisisaslideforopendiscussion.ThepurposeofthisopeningexerciseistogaugetheparticipantsknowledgeofIBMandtheircomfortlevelinsellingtheadvantagesofIBM.Youwillalsowanttouncovertheparticipantspre-conceivednotionsaboutIBM.Usethesequestions,andadditionalopen-endedquestionsasneeded,tostartadiscussionwiththeclass.Setthestageforthismodulebyprobingforthemajorsellingpoints.IBM_USER,2007-9-7AddingValueforourCustomersValue,perceivedorreal,istheonlythingthatseparatesoneproductoralternativefromanother.Valueisourclient’sperceptionoftheimpactasolutionwillhaveontheirbusinessissue.IBMSystems&TechnologyGroupEducation&SalesEnablement©2010IBMCorporationwillhaveontheirbusinessissue.It’salwaysacombinationoftangibleandintangiblecomponents.It'salwayssubjectiveanduniquetoourclient.ValuableAssetsandTraitsofaSuccessfulSellerattitudetrustloyallistenervisionloyalcustomerservicereasonablecapableinnovativerelationshipstrustrelationshipsapproachablequalityproposalslistensqualitycustomerserviceperformanceempathycommunicationIBMSystems&TechnologyGroupEducation&SalesEnablement©2010IBMCorporationlisteningdisciplinedrelationshipstrustattitudefairnessmotivationrelationshipsaddingvalueempathypositivecustomerservicevalueovercomingobjectionstrustqualitylistenerperformanceinformedhonestyaddingvaluetrustworthyexceedingcustomerexpectationsGoalsofaConsultativeSolutionSellingApproach理解客户的问题和痛点--Recognizeandunderstandthecustomer'sbusinesspain“对症下药”--Knowwhatsolutionssolvethepain解决客户的问题和痛点--Solvethecustomer'sbusinesspain帮助我们的客户理解”他们的客户的业务”--Helpourcustomersunderstandtheirowncustomers’businessesIBMSystems&TechnologyGroupEducation&SalesEnablement©2010IBMCorporationowncustomers’businesses把企业数据信息化--Takeanenterprise'sdataandturnitintoinformation使用信息化来帮助客户决策--Helpcustomersuseinformationtomakegoodbusinessdecisions当我们理解客户的需求时,“加入我们的价值”.Agenda方案销售的价值客户价值客户价值客户价值客户价值介绍介绍介绍介绍方案销售的几个阶段方案销售的几个阶段方案销售的几个阶段方案销售的几个阶段--Phases客户购买习惯客户购买习惯客户购买习惯客户购买习惯--BuyingBehaviors竞争竞争竞争竞争--CompetitiveSupportIBMSystems&TechnologyGroupEducation&SalesEnablement©2010IBMCorporation团队合作团队合作团队合作团队合作--TEAMING竞争性销售--WinwithCompetitiveSelling如何回应客户问题--HandlingObjections销售策略在实践中的应用--PuttingtheSalesStrategyConceptsintoAction回顾--Review什么是客户价值什么是客户价值什么是客户价值什么是客户价值?IBMembarkedonaninitiativetobetterunderstandthecomplextopicofClientValue–whatdrivesitandhowleadingfirmsdeliverit3convergingfactorshavecreatedanopportunitytoenhanceourclient-focusedstrategyIBMSystems&TechnologyGroupEducation&SalesEnablement©2010IBMCorporationOurClientsExpectIBMtoaligntowhatwillmakethemsuccessfulWantIBMtoconsistentlydelivertocommitmentsSayweareunbeatablewhenwecollaborateacrossIBMOurPeoplePerceivegapsbetweenIBMValuesandourexecutionWanttobeempoweredtomakedecisionsthatcreateclientvalueShareholders/MarketOfferstheopportunityforanddemandsprofitablegrowthRewardsdeepknowledgeandinnovationtowinagainstcompetitors“Clientsuccessisn’tjust“thecustomerisalwaysright.”Itmeansmaintainingalong-termrelationshipwherewhathappensafterthedealismoreimportantthanwhathappensbeforeit’ssigned.”--SamPalmisano,HarvardBusinessReview,December2004Meetingourclients’expectationofvalueClientvaluecanbedescribedinsimpletermstoframeanewvisionforanend-to-endclientexperience.客户价值:...专注于客户,不是IBM...客户的期望...对客户的业务产生正面的影响IBMSystems&TechnologyGroupEducation&SalesEnablement©2010IBMCorporation...startswithinspiredemployees...drivesprofitablegrowthforIBM…isachievedbylivingtheIBMValuesDedicationtoEveryClient'sSuccessInnovationthatMatters—forourcompanyandtheworldTrustandPersonalResponsibilityinallRelationshipsHowTeamIBMCanDeliverClientValueEmphasizetheclient’sagendaandpriorities--notoursDeliveronourpromises,notjustthesaleWorktogetherseamlesslyasateamacrossALLofIBMAligntotheuniqueneedsofdifferentclientsandmarketsMoveawayfrominspectionandlistmanagementandpersonallyaddvaluetoourteamsandclientsMakeClientValuereal!IBMSystems&TechnologyGroupEducation&SalesEnablement©2010IBMCorporation
本文标题:高级销售培训
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