销售技巧培训

•Presentationsubtitle:20ptArialRegular,greenR223|G255|B102Recommendedmaximumlength:2lines•Confidentiality/dateline:13ptArialRegular,whiteMaximumlength:1line•Informationseparatedbyverticalstrokes,withtwospacesoneitherside•Disclaimerinformationmayalsobeappearinthisarea.Placeflushleft,alignedatbottom,8-10ptArialRegular,white•IBMlogomustnotbemoved,addedto,oralteredinanyway.•Presentationtitle:28ptArialRegular,whiteRecommendedmaximumlength:2lines•Groupname:17ptArialRegular,whiteMaximumlength:1line•Copyright:10ptArialRegular,whiteBusinessUnitorProductNameForclientpresentations,client’slogomaygointhisarea销售技巧培训•IBMlogomustnotbemoved,addedto,oralteredinanyway.•Backgroundshouldnotbemodified,exceptforquotes,whichusegraybackground.•Title/subtitle/confidentialityline:10ptArialRegular,whiteMaximumlength:1lineInformationseparatedbyverticalstrokes,withtwospacesoneitherside•Slideheading:28ptArialRegular,lightblueR204|G204|B255Maximumlength:2lines•Slidebody:18ptArialRegular,whiteSquarebulletcolor:greenR223|G255|B102Recommendedmaximumtextlength:5principalpoints•Groupname:14ptArialRegular,whiteMaximumlength:1line•Copyright:10ptArialRegular,whiteOptionalslidenumber:10ptArialBold,white2销售与销售的区别公司与公司的区别PASSION–热情UNIQUEVALUE–独特价值•IBMlogomustnotbemoved,addedto,oralteredinanyway.•Backgroundshouldnotbemodified,exceptforquotes,whichusegraybackground.•Title/subtitle/confidentialityline:10ptArialRegular,whiteMaximumlength:1lineInformationseparatedbyverticalstrokes,withtwospacesoneitherside•Slideheading:28ptArialRegular,lightblueR204|G204|B255Maximumlength:2lines•Slidebody:18ptArialRegular,whiteSquarebulletcolor:greenR223|G255|B102Recommendedmaximumtextlength:5principalpoints•Groupname:14ptArialRegular,whiteMaximumlength:1line•Copyright:10ptArialRegular,whiteOptionalslidenumber:10ptArialBold,white3SSM销售方法论•IBMlogomustnotbemoved,addedto,oralteredinanyway.•Backgroundshouldnotbemodified,exceptforquotes,whichusegraybackground.•Title/subtitle/confidentialityline:10ptArialRegular,whiteMaximumlength:1lineInformationseparatedbyverticalstrokes,withtwospacesoneitherside•Slideheading:28ptArialRegular,lightblueR204|G204|B255Maximumlength:2lines•Slidebody:18ptArialRegular,whiteSquarebulletcolor:greenR223|G255|B102Recommendedmaximumtextlength:5principalpoints•Groupname:14ptArialRegular,whiteMaximumlength:1line•Copyright:10ptArialRegular,whiteOptionalslidenumber:10ptArialBold,white4销售方法论–SignatureSellingMethod评估客户业务环境了解客户1研究客户业务策略和市场计划开发与客户业务策略相关的市场计划2认识客户需求建立客户采购的愿景3评估机会通过联系IBM的核心能力评估销售机会4选择解决方案与客户共同研究解决方案5解决顾虑并决定赢单6项目实施和结果评估监控项目实施并控制客户期望7•IBMlogomustnotbemoved,addedto,oralteredinanyway.•Backgroundshouldnotbemodified,exceptforquotes,whichusegraybackground.•Title/subtitle/confidentialityline:10ptArialRegular,whiteMaximumlength:1lineInformationseparatedbyverticalstrokes,withtwospacesoneitherside•Slideheading:28ptArialRegular,lightblueR204|G204|B255Maximumlength:2lines•Slidebody:18ptArialRegular,whiteSquarebulletcolor:greenR223|G255|B102Recommendedmaximumtextlength:5principalpoints•Groupname:14ptArialRegular,whiteMaximumlength:1line•Copyright:10ptArialRegular,whiteOptionalslidenumber:10ptArialBold,white5阶段1－建立客户关系IBM团队：通过了解客户的业务环境，流程和问题建立客户关系当客户:评估客户的业务环境和策略客户关系负责人领导如下行动：•通过需求引导和有前瞻性的讨论，引发客户兴趣并建立客户关系；;•研究客户的行业，竞争对手，业务方向和一般流程；•了解客户的财务状况；•计划客户关系建立和维系的策略；•与客户进行针对其业务策略的创造性交流；•计划和调动IBM资源为客户的业务策略提供支持；当达到如下结果，IBM团队在此阶段成功:因IBM团队充分了解客户的业务环境和策略，客户认可与IBM的关系可确认的结果:•客户审阅并共同参与AccountPlan；•将客户的市场计划与IBM的资源相匹配；•IBM团队可以下一步与客户的关键人物沟通；•IBMlogomustnotbemoved,addedto,oralteredinanyway.•Backgroundshouldnotbemodified,exceptforquotes,whichusegraybackground.•Title/subtitle/confidentialityline:10ptArialRegular,whiteMaximumlength:1lineInformationseparatedbyverticalstrokes,withtwospacesoneitherside•Slideheading:28ptArialRegular,lightblueR204|G204|B255Maximumlength:2lines•Slidebody:18ptArialRegular,whiteSquarebulletcolor:greenR223|G255|B102Recommendedmaximumtextlength:5principalpoints•Groupname:14ptArialRegular,whiteMaximumlength:1line•Copyright:10ptArialRegular,whiteOptionalslidenumber:10ptArialBold,white6阶段2－发现机会IBM团队：通过客户关系的互动，发现销售机会当客户:精练客户的业务策略和市场计划客户关系负责人领导如下行动：•主动沟通了解客户需求；•充分了解客户采购的愿望和动力所在；•建立销售机会计划或选择离开.当达到如下结果，IBM团队在此阶段成功:客户表现出与IBM合作的浓厚兴趣可确认的结果:•成功的与客户进行了有建设性的会谈；•建立了销售机会的计划；•客户认可IBM对于客户采购愿望和动力所在的理解；•发现并有机会找到客户内部的IBM的坚定赞助者(PowerSponsor)；•IBMlogomustnotbemoved,addedto,oralteredinanyway.•Backgroundshouldnotbemodified,exceptforquotes,whichusegraybackground.•Title/subtitle/confidentialityline:10ptArialRegular,whiteMaximumlength:1lineInformationseparatedbyverticalstrokes,withtwospacesoneitherside•Slideheading:28ptArialRegular,lightblueR204|G204|B255Maximumlength:2lines•Slidebody:18ptArialRegular,whiteSquarebulletcolor:greenR223|G255|B102Recommendedmaximumtextlength:5principalpoints•Groupname:14ptArialRegular,whiteMaximumlength:1line•Copyright:10ptArialRegular,whiteOptionalslidenumber:10ptArialBold,white7阶段3－描述能力IBM团队：建立客户需要和满足需求的商业能力当客户:明确需求客户关系负责人领导如下行动：•明确和精练客户需求；•建立客户的市场计划与IBM商业价值之间的桥梁；•确认客户内部的坚定赞助者和业务受益者；•了解客户的决策流程和参与者；•如有可能，接触客户决策的关键人物；•建立客户的期望与IBM核心价值之间的关系，并了解竞争的状况或者选择离开；当达到