鸿兴资讯销售进阶课程

1AWinnerinComplexSales进阶策略销售训练2许多「专业销售代表」在复杂、多变的大型销售个案中赢得最后胜利！事后，他们都相信「运气」及「拥有好的关系」并非(或不全是)导致其成功的重要因素。3当销售个案的环境；或其组织生态发生「改变」；不论大小，都极可能在未来产生「冲击」，而影响全局的最后成败。4仅凭今日你所拥有或掌握的，将不足以因应那些因「改变」而带来的冲击。面对未知的改变5在销售的过程中，往往必需经过不止一个「人」的同意，方得以定案。大型销售个案特性6大多取决于..............结构化的营销，而非单纯的「产品」或「价格」。大型销售个案特性7让我们来听听David的故事8Mr.WangCEOADMVPFINVPJamesTDIRS&MGMLucyMgrMgrMr.MaMs.LinMaryBOD销售进展阶段影响决策深浅9ACo.,DavidBCo.,RichardXCompany-10M-120days-NetworkANewBMW10daysvacation6daysforFishing4daysforSS???Mr.WangCEOADMVPFINVPJamesTDIRS&MGMLucyMgrMgrMr.MaMs.LinMaryBOD10一个周严的「销售策略」将轻松且自然的展开精彩的「销售战术」。进行大型销售个案11「且战且走」或「船到桥头自然直」绝非正途........宜尽早回头进行大型销售个案12不是那个「卖冰箱」给「爱司基摩人」的那位SuperSales!他们持完整、逻辑、可重复的销售计划进行，他们永不满足！..........善用「策略销售」13是战争前；「布阵」、「用兵计划」的「艺术」表现。策略14Strategy专注每个个案巩固竞争优势，以达成既订的「销售目标」。分析现况与你方的形势思考如何取得或提升竞争优势拟订行动计划执行行动计划Control&Tracking15「策略销售」的逻辑1.关键影响人员2.客户「反馈型态」3.警示讯号/杠杆作用4.「赢」的策略5.销售对象管理6.销售对象剖析、筛选关键分析要项策略拟订取得有利的销售位置以提升竞争优势16销售位置1718惊慌与焦虑陶醉与自满「船到桥头自然直」绝非正途宜尽早回头!!TakeAction&Move!!19陶醉与自满「船到桥头自然直」绝非正途宜尽早回头!!惊慌与焦虑CloseChange!!CurrentPosition-ITargetPositionTakeAction&Move!!CurrentPosition-II20销售位置评估我必需作那些改变，以消除忧虑？是否需要改变，以为巩固？确定的结果不确定的结果停惊慌陶醉21ACo.,DavidBCo.,RichardXCompany-10M-120days-NetworkANewBMW10daysvacation6daysforFishing4daysforSS???Mr.WangCEOADMVPFINVPJamesTDIRS&MGMLucyMgrMgrMr.MaMs.LinMaryBOD22Workshop1PowerSalesTMSInformation-Form0137-2CaseNo.:___Reviewedby:_______Reviewdate:Projectobjective:________________________________________________________________________________________________________________Changes:1.___________2.________________3.________________*PleaseratingtheChangesby(+/-)*Previousactivitiesreview:__________________________________________________________________________________________________________________________________________________________________________________________________Keyinfluencereview:TitleResponseModeRedflagStatusdescription(EB)____________________________________________________________________________________________________________________________(TB)____________________________________________________________________________________________________________________________(UB)____________________________________________________________________________________________________________________________Coach________________________________________________________________________________________________________________________NEW________________________________________________________________________________________________________________________Positiontest:EuphoriaGreatSecureComfortOKConcernDiscomfortWorryFearPanicActionWhenResource/Concern1.2.3.4.Nextreviewtime://AM:PM:S/R:__________Mgr:__________231.确定「销售目标」2.检验并评估相关的「改变」3.测试现今「销售位置」4.拟定策略与行动计划以改善「销售位置」.Workshop1:销售位置24CaseNo.:Filecreatedate://Projectname:__________Projectowner:________________Projectvalue:_________(K)Others:____________________________________________________________________________________________________________Majorcontactpersons:NameTitlePhoneAddress1.2.3.4.Organizationchart:Purchaseprocedure:Majorcompetitors:CompanyStrength/Weakness1.2.Currentstatus:_______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________TMSInformation-Form0137-1ConfidentialTMSInformation-Form0137-1CaseNo.:Reviewedby:Reviewdate://Projectobjective:________________________________________________________________________________________________________________Changes:1.______________2.________________3.__________________*PleaseratingtheChangesby(+/-)*Previousactivitiesreview:__________________________________________________________________________________________________________________________________________________________________________________________________Keyinfluencereview:TitleResponseModeRedflagStatusdescription(EB)____________________________________________________________________________________________________________________________(TB)____________________________________________________________________________________________________________________________(UB)____________________________________________________________________________________________________________________________Coach________________________________________________________________________________________________________________________NEW________________________________________________________________________________________________________________________Positiontest:EuphoriaGreatSecureComfortOKConcernDiscomfortWorryFearPanicActionWhenResource/Concern1.2.3.4.Nextreviewtime://AM:PM:S/R:__________Mgr:__________TMSInformation-Form0137-2ConfidentialTMSInformation-Form0137-2A9406/15/2001ABCCo.,阿丁6.5M***********************,********Mr.LinADM12345……..Mrs.XiaoMgr875756………..Mr.WangCEOADMVPFINVPJamesTDIRS&MGMLucyMgrMgrMr.MaMs.LinMaryBODADeptBDeptDDeptEDept