ibm销售七步法

1、November,2001SignatureSellingMethodSignatureSellingMethod(SSM)(SSM)FundamentalsFundamentalsEstablishedasIBM'sSignatureNote:Thispresentationcontainsspeakernotes.AgendaAgendaPart1:WhySSM?Part1:WhySSM?Part2:WhatisSSMReally?Part2:WhatisSSMReally?Part3:SSMandtheSignatureSalesPart3:SSMandtheSignatureSalesLeadershipLeadershipPart4:Part4:What'savailabletohelpmeWhat'savailabletohelpmelearnandimplementit?learnandimplementit?Theworldischangingaroundus...Theworldischangingaroundus...OurCustomersOurCustomer。

2、sThebuyerprocessischangingwithlineofbusinessexecutivesplayinganincreasingrole.Customersnowexpectmorefromusandfasterthaneverbefore.OurCompetitorsOurCompetitorsOurcompetitorsarereorientingthemselvestogoafterthee-businessmarketspace.OurIndustryOurIndustryThee-businessexplosionischangingtheshapeofbusinessandinformationtechnology.Whatwilloursignaturebe?Whatwilloursignaturebe?IIBMAmericasYourBusinessUnitSignatureSellingMethodPersonalSystemsEMEASoftwareFinancingIndustriesAsiaPacificServersBusinessPartn。

3、ersServicesTechnologyOurchallengesarenosecret...Ourchallengesarenosecret...Wedon'talwaysfocusonthebestsolutionforthecustomerTeamIBM?WhatTeamIBM?Weexpectalotfromeachother,butrolesandresponsibilitiesareunclearWedon'tspeakthesamelanguageinternallyWeputtime,moneyandresourcesintounqualifiedopportunitiesWeneedtoestablishsomeWeneedtoestablishsomecommoncommongoalsgoalsCreatecustomervalueineveryinteractionBuildandleveragethesynergyofTeamIBMImproveourwinrateandshortenthelengthofthesellingcycleCommonLangua。

4、geSalesAidsTrainingSSMasamethodisaprovenapproachsupportedSSMasamethodisaprovenapproachsupportedbycommonlanguage,toolsandtrainingbycommonlanguage,toolsandtrainingSolet'sgetstartedwith...theSSMJourneySolet'sgetstartedwith...theSSMJourneyTheSpiritandEssenceofSSMHowSSMwasDevelopedTheSSMStepsSalesAidstoBringSSMAliveIBM'sCommitmenttoSSMThespiritandessenceofSSMcanbeThespiritandessenceofSSMcanbecharacterizedinafewkeywordscharacterizedinafewkeywordsCustomerThought-LeadershipValueThespiritandessenceofSSMc。

5、anbeThespiritandessenceofSSMcanbecharacterizedinafewkeywordscharacterizedinafewkeywordsCustomerTeamworkTeamworkThought-LeadershipValueSpeedSpeedCommonLanguageCommonLanguageThespiritandessenceofSSMcanbeThespiritandessenceofSSMcanbecharacterizedinafewkeywordscharacterizedinafewkeywordsCustomerTeamworkTeamworkDisciplineThought-LeadershipValueSpeedSpeedCommonLanguageCommonLanguageCoachingWinningResultsResultsEvaluateBusinessEnvironmentDevelopBusinessStrategy&InitiativesRecognizeNeedEvaluateOptionsSe。

6、lectSolutionOptionImplementSolution&EvaluateSuccessResolveConcerns&DecideTypicalCustomerBuyingProcessCustomerstendtobuyinpredictablewaysCustomerstendtobuyinpredictablewaysIfourcustomerscouldbuyIBMproductsandIfourcustomerscouldbuyIBMproductsandservicesfromservicesfromanyone,anyone,wouldtheychoosewouldtheychooseus?us?UnderstandmybusinessandITenvironmentDevelopplanslinkedtomybusinessinitiativesWorkwithmetoestablishmybuyingvisionArticulatecapabilitiesclearlyDevelopthesolutionwithmeHelptoresolvemycon。

7、cernsanddecideMonitorthesolutionandensuremyexpectationsaremetWhowilladdvaluebeyondjusttheproductsandservicestheysell?IBMOthersEvaluateBusinessEnvironmentDevelopBusinessStrategy&InitiativesRecognizeNeedEvaluateOptionsSelectSolutionOptionImplementSolution&EvaluateSuccessResolveConcerns&DecideTypicalCustomerBuyingProcessUnderstandCustomerBusiness&ITEnvironmentDevelopPlansLinkedtoCustomerBusInitiativesEstablishBuyingVisionwithCustomerArticulateIBMCapabilities&QualifyOpportunityDevelopSolutionwithCus。

8、tomerMonitorImplem.&EnsureExpectationsareMetClosetheSaleSignatureSellingMethodSSMhelpsyoucreatevaluebybridgingfromtheSSMhelpsyoucreatevaluebybridgingfromthebuyingtothesellingstepsbuyingtothesellingstepsSalesAidsforSalesAidsforcustomerinteractionscustomerinteractionscallplanningcallplanningsellingstrategiessellingstrategiesmanagingprogressmanagingprogressProvenandeffectivesalesaidswillbringSSMaliveProvenandeffectivesalesaidswillbringSSMaliveforyouandyourcustomersforyouandyourcustomersWithSSM,your。

9、customerswillchooseWithSSM,yourcustomerswillchooseyouyouandandTeamIBMbecauseyouwill...TeamIBMbecauseyouwill...DifferentiateyourselfandyourteaminthewaysyoucreatecustomervalueEngageTeamIBMeffectivelytorallyaroundthecustomer'sneedsSellwithspeedPart2:WhatisSSMReally?Part2:WhatisSSMReally?TheElementsofSSMTheElementsofSSMVerifiableOutcomesandSellCyclesVerifiableOutcomesandSellCyclesAStep-by-StepWalkthroughAStep-by-StepWalkthroughIBMManagementSystemLinkagesIBMManagementSystemLinkagesPuttingItAllTogethe。

10、rPuttingItAllTogetherLet'stakeacloserlookatwhatSSMreallyisLet'stakeacloserlookatwhatSSMreallyisHowcanwesellfasterandincreaseourvaluetothecustomer?BuyingProcessBuyingProcessSellingProcessSellingProcessVerifiableOutcomesVerifiableOutcomesSalesAidsSalesAidsManagementManagementSystemSystemHowdocustomerstendtobuy?Howcanwefocusouractivitiesontherightdeal,therightpeople,andtherightissues?Howwillweknowwhenthecustomerisreadytomoveforwardwithus?Howcanweusewhatwe'velearnedtoexecutemoreeffectivelynexttime?Th。