重点客户如何销售(PPT 5) 下载

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PPT5WelcometoTargetAccountSelling®ProgramObjectivesProgramMapSalesReturnonInvestmentVersatilityDevelopmentNotinControlOpportunityAssessmentPurposeProvideyouwithastructured,repeatablemethodologyforanalyzingasalesopportunityBenefitsQualifyopportunitiesfasterandmoreeffectivelybyanalyzingthemfromthemostcriticalcustomer,businessandcompetitiveperspectivesInvesttime,energyandresourcesontheopportunitiesyouaremostlikelytowinCommunicatethekeyissuesmoreeffectivelyusingacommonlanguageOutputComprehensiveassessmentofyourcurrentsalesopportunityIntroductionFourKeyQuestions-The4PrinciplesofSellingIsthereanopportunity?Canwecompete?Canwewin?Isitworthwinning?IsThereAnOpportunity?#5–CompellingEventWhydoesthecustomerhavetoact?Whatisthedeadlineforthecustomertomakeadecision?Whataretheconsequencesifthisprojectisdelayed?Whatisthepaybackforthecustomeriftheprojectiscompletedontime?Whatwillbethemeasurableimpactonthecustomer’sbusiness?CanWeCompete?#10–UniqueBusinessValueWhatisthespecificormeasurablebusinessresultthatwewilldeliver?Howdoesthecustomerdefinevalue?Howwilltheymeasureit?Howhavewequantifiedthisvalueinthecustomer’sterms?Hasthecustomerconfirmedtheirunderstandingofthevaluewewilldeliver?Howdoesthisvaluedifferentiateusfromourcompetitors?DevelopingYourValuePropositionAnswerthequestions...What’stheissue?Howisitaffectingthecustomer?Whataretheconsequencesorpayback?Howcanyouhelp?Value=Benefits-Costs/Risks/ConsequencesValuePropositionTemplatesSampleValuePropositionsCanWeWin?IsItWorthWinning?OpportunityAssessmentIndividualExercise:CurrentOpportunityOpportunityAssessmentBusinessPartnersThePartner’sRoleinYourValueChainPartnerAss
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