[精选]非常好的解决方案售培训资料英文版
《[精选]非常好的解决方案售培训资料英文版》由会员分享,可在线阅读,更多相关《[精选]非常好的解决方案售培训资料英文版(78页珍藏版)》请在装配图网上搜索。
1、 1A a ,1 A .A ,.,.A ,.A ,.2 .a a .3 45%35%15%5%5%10%35%50%4 ,-,5 a ,(t)6 7 SituationKnowledgeCapabilityKnowledgePeopleSkillsSellingSkills8 ,“”=t t 9 .10 :11 :a .A a a .“”“”“”,.:,.a,.:a .a .12 (t)a :a a a,“”.13 :.:“”.“.”“”.“Im I .”:a “60”.“I .”“.”“I X I ”.14 15 a +=16 17&I?I?I?a?I?I?.?:18 I SolutionR
2、iskNeedsCost 19 ()()20:.().(,.,)a .()21:.,.(35):.t .?a .a s 22:,.(35):.?a .,23:.:24“”:R1:R2:R1:R2:.:R1:t R2:t :.R1:t R2:R1:t R2:t :R1:t .:t R1:R2:s ,a“”.25 “”:R1:R2:,a“”a .a a a .a (s).:R1:R2:R1:R2:R1:R2:R1:R2:R1:R2:R1:R2:26 s .(.).-“.”“”,().!27 ,.().18 3500.28s?-.-,.:.25%29s?!.().a“”.30?31 “”,32?:,
3、.:,.:,.33LowHigh 34 20$.35 .,.:1.2.3.4.:1.2.3.4.36 .?$/EmotionR1I1C1R2I2C2R3I3C337 :?a?38 “”:s :,.?39$:?40 :a :9 41 a a a!a 42R1(1)I1(4)C1(7)R2(2)I2(5)C2(8)R3(3)I3(6)C3(9)A .;?“,.()?”“,()?”“()?”“I a?“.?”“().?”,t().?”“a .,?.?”“,().?”“I ,.()()?.?”“I ,(),a !”43 R1I1C1R2I2C2R3I3C3 A 44 45 :.46 .47:1.2.:
4、48 t .&.49?R1(3)I1(6)C1(1)R2(4)I2(7)C2(2)R3(5)I3(8)C3(9)How do you do it today?Besides yourself,WHO else isimpacted by this(repeat pain)and HOW are they impacted?How do you see yourself usingthis(repeat buyer initial vision).?Today,.?Is this(repeat pain)also causing.?If so,wouldnt(title)also be conc
5、erned?Are you also looking for a way to.?Would it help if you also hada way to.?So the way you do it todayis.?and you are looking at a.to give you the ability to(repeatcapabilities).If you had.could you solve.(repeat pain)?What would it be worth to you?From what I just heard,(repeat who and how)this
6、 isnt just your problem but a _problem?50R1I1C1R2I2C2R3I3C3*9.*51?52 s$C3 ,53 -:.Prospect reveals and volunteersaccess to power person(s)Prospect does not reveal orvolunteer access to powerProspect reveals power and isNOT power personProspect does have power tobuy*Power to buy=ability to get it done
7、 regardless of titleSchedule meeting,end the callSend confirmation letterAsk questions to reveal abilityto buyNegotiate for access to power,get agreement,end call promising Sponsor Letter-Find out how they evaluate-Find out L/T/A approval-Set up ground rules for proposal and proposal review-End call
8、 with promise to send proposed evaluation plan to discuss54 .“”-!C W55 a“”.(,.)“”.5 -.“”“”.56 s?s a?!57?“”.“”58 :(.),“”.().t .59 a?“”?“”60 t ,!“”:t a ,!(t,.)61 t ,.?($)?:,62 ,.t :a .63 “”“5”?64 a ,a“”“”.65 .t ,“”.a .66?1:2:3:“I?:“?”:,:67?4 xxxxx 1:“I t,4 ”.2:Im a,a,I t ,t .”3:“a ”“I?:“?”:I&,.,:200 6
9、8 :“I t,.”:“.”:“.”:“.”69 :a .70 :.71 :s ,.72 :“”,.73 “”-!:,“”74 (t):(),75Pipeline Activity Management Polling vs.prospecting Create curiosity,not tension No pain,no change Call high Written objectives&plan Just do it76谢谢 谢谢22.7.2521:10:1421:1021:1022.7.2522.7.2521:1021:1021:10:1422.7.2522.7.2521:10:142022年7月25日星期一21时10分14秒
- 温馨提示:
1: 本站所有资源如无特殊说明,都需要本地电脑安装OFFICE2007和PDF阅读器。图纸软件为CAD,CAXA,PROE,UG,SolidWorks等.压缩文件请下载最新的WinRAR软件解压。
2: 本站的文档不包含任何第三方提供的附件图纸等,如果需要附件,请联系上传者。文件的所有权益归上传用户所有。
3.本站RAR压缩包中若带图纸,网页内容里面会有图纸预览,若没有图纸预览就没有图纸。
4. 未经权益所有人同意不得将文件中的内容挪作商业或盈利用途。
5. 装配图网仅提供信息存储空间,仅对用户上传内容的表现方式做保护处理,对用户上传分享的文档内容本身不做任何修改或编辑,并不能对任何下载内容负责。
6. 下载文件中如有侵权或不适当内容,请与我们联系,我们立即纠正。
7. 本站不保证下载资源的准确性、安全性和完整性, 同时也不承担用户因使用这些下载资源对自己和他人造成任何形式的伤害或损失。