外资专业销售技巧-IBM

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...OurCustomersOurCustomersThebuyerprocessischangingwithlineofbusinessexecutivesplayinganincreasingrole.Customersnowexpectmorefromusandfasterthaneverbefore.OurCompetitorsOurCompetitorsOurcompetitorsarereorientingthemselvestogoafterthee-businessmarketspace.OurIndustryOurIndustryThee-businessexplosionischangingtheshapeofbusinessandinformationtechnology.Whatwilloursignaturebe?Whatwilloursignaturebe?IIBMAmericasYourBusinessUnitSignatureSellingMethodPersonalSystemsEMEASoftwareFinancingIndustriesAsiaPacificServersBusinessPartnersServicesTechnologyOurchallengesarenosecret...Ourchallengesarenosecret...Wedon'talwaysfocusonthebestsolutionforthecustomerTeamIBM?WhatTeamIBM?Weexpectalotfromeachother,butrolesandresponsibilitiesareunclearWedon'tspeakthesamelanguageinternallyWeputtime,moneyandresourcesintounqualifiedopportunitiesWeneedtoestablishsomeWeneedtoestablishsomecommoncommongoalsgoalsCreatecustomervalueineveryinteractionBuildandleveragethesynergyofTeamIBMImproveourwinrateandshortenthelengthofthesellingcycleCommonLanguageSalesAidsTrainingSSMasamethodisaprovenapproachsupportedSSMasamethodisaprovenapproachsupportedbycommonlanguage,toolsandtrainingbycommonlanguage,toolsandtrainingSolet'sgetstartedwith...theSSMJourneySolet'sgetstartedwith...theSSMJourneyTheSpiritandEssenceofSSMHowSSMwasDevelopedTheSSMStepsSalesAidstoBringSSMAliveIBM'sCommitmenttoSSMThespiritandessenceofSSMcanbeThespiritandessenceofSSMcanbecharacterizedinafewkeywordscharacterizedinafewkeywordsCustomerThought-LeadershipValueThespiritandessenceofSSMcanbeThespiritandessenceofSSMcanbecharacterizedinafewkeywordscharacterizedinafewkeywordsCustomerTeamworkTeamworkThought-LeadershipValueSpeedSpeedCommonLanguageCommonLanguageThespiritandessenceofSSMcanbeThespiritandessenceofSSMcanbecharacterizedinafewkeywordscharacterizedinafewkeywordsCustomerTeamworkTeamworkDisciplineThought-LeadershipValueSpeedSpeedCommonLanguageCommonLanguageCoachingWinningResultsResultsEvaluateBusinessEnvironmentDevelopBusinessStrategy&InitiativesRecognizeNeedEvaluateOptionsSelectSolutionOptionImplementSolution&EvaluateSuccessResolveConcerns&DecideTypicalCustomerBuyingProcessCustomerstendtobuyinpredictablewaysCustomerstendtobuyinpredictablewaysIfourcustomerscouldbuyIBMproductsandIfourcustomerscouldbuyIBMproductsandservicesfromservicesfromanyone,anyone,wouldtheychoosewouldtheychooseus?us?UnderstandmybusinessandITenvironmentDevelopplanslinkedtomybusinessinitiativesWorkwithmetoestablishmybuyingvisionArticulatecapabilitiesclearlyDevelopthesolutionwithmeHelptoresolvemyconcernsanddecideMonitorthesolutionandensuremyexpectationsaremetWhowilladdvaluebeyondjusttheproductsandservicestheysell?IBMOthersEvaluateBusinessEnvironmentDevelopBusinessStrategy&InitiativesRecognizeNeedEvaluateOptionsSelectSolutionOptionImplementSolution&EvaluateSuccessResolveConcerns&DecideTypicalCustomerBuyingProcessUnderstandCustomerBusiness&ITEnvironmentDevelopPlansLinkedtoCustomerBusInitiativesEstablishBuyingVisionwithCustomerArticulateIBMCapabilities&QualifyOpportunityDevelopSolutionwithCustomerMonitorImplem.&EnsureExpectationsareMetClosetheSaleSignatureSellingMethodSSMhelpsyoucreatevaluebybridgingfromtheSSMhelpsyoucreatevaluebybridgingfromthebuyingtothesellingstepsbuyingtothesellingstepsSalesAidsforSalesAidsforcustomerinteractionscustomerinteractionscallplanningcallplanningsellingstrategiessellingstrategiesmanagingprogressmanagingprogressProvenandeffectivesalesaidswillbringSSMaliveProvenandeffectivesalesaidswillbringSSMaliveforyouandyourcustomersforyouandyourcustomersWithSSM,yourcustomerswillchooseWithSSM,yourcustomerswillchooseyouyouandandTeamIBMbecauseyouwill...TeamIBMbecauseyouwill...DifferentiateyourselfandyourteaminthewaysyoucreatecustomervalueEngageTeamIBMeffectivelytorallyaroundthecustomer'sneedsSellwithspeedPart2:WhatisSSMReally?Part2:WhatisSSMReally?TheElementsofSSMTheElementsofSSMVerifiableOutcomesandSellCyclesVerifiableOutcomesandSellCyclesAStep-by-StepWalkthroughAStep-by-StepWalkthroughIBMManagementSystemLinkagesIBMManagementSystemLinkagesPuttingItAllTogetherPuttingItAllTogetherLet'stakeacloserlookatwhatSSMreallyisLet'stakeacloserlookatwhatSSMreallyisHowcanwesellfasterandincreaseourvaluetothecustomer?BuyingProcessBuyingProcessSellingProcessSellingProcessVerifiableOutcomesVerifiableOutcomesSalesAidsSalesAidsManagementManagementSystemSystemHowdocustomerstendtobuy?Howcanwefocusouractivitiesontherightdeal,therightpeople,andtherightissues?Howwillweknowwhenthecustomerisreadytomoveforwardwithus?Howcanweusewhatwe'velearnedtoexecutemoreeffectivelynexttime?Th