重点客户如何销售 下载
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重点客户如何销售 简介:
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word75WelcometoTargetAccountSelling®
ProgramObjectives
ProgramMap
SalesReturnonInvestment
Versatility
Development
NotinControl
OpportunityAssessment
Purpose
Provideyouwithastructured,repeatablemethodologyforanalyzingasalesopportunity
Benefits
Qualifyopportunitiesfasterandmoreeffectivelybyanalyzingthemfromthemostcriticalcustomer,businessandcompetitiveperspectives
Investtime,energyandresourcesontheopportunitiesyouaremostlikelytowin
Communicatethekeyissuesmoreeffectivelyusingacommonlanguage
Output
Comprehensiveassessmentofyourcurrentsalesopportunity
Introduction
FourKeyQuestions-The4PrinciplesofSelling
Isthereanopportunity?
Canwecompete?
Canwewin?
Isitworthwinning?
IsThereAnOpportunity?
#5–CompellingEvent
Whydoesthecustomerhavetoact?
Whatisthedeadlineforthecustomertomakeadecision?
Whataretheconsequencesifthisprojectisdelayed?
Whatisthepaybackforthecustomeriftheprojectiscompletedontime?
Whatwillbethemeasurableimpactonthecustomer’sbusiness?
CanWeCompete?
#10–UniqueBusinessValue
Whatisthespecificormeasurablebusinessresultthatwewilldeliver?
Howdoesthecustomerdefinevalue?Howwilltheymeasureit?
Howhavewequantifiedthisvalueinthecustomer’sterms?
Hasthecustomerconfirmedtheirunderstandingofthevaluewewilldeliver?
Howdoesthisvaluedifferentiateusfromourcompetitors?
DevelopingYourValueProposition
Answerthequestions...
What’stheissue?
Howisitaffectingthecustomer?
Whataretheconsequencesorpayback?
Howcanyouhelp?</P><P>
如果觉得《重点客户如何销售》不错,可以推荐给好友哦。
word75WelcometoTargetAccountSelling®
ProgramObjectives
ProgramMap
SalesReturnonInvestment
Versatility
Development
NotinControl
OpportunityAssessment
Purpose
Provideyouwithastructured,repeatablemethodologyforanalyzingasalesopportunity
Benefits
Qualifyopportunitiesfasterandmoreeffectivelybyanalyzingthemfromthemostcriticalcustomer,businessandcompetitiveperspectives
Investtime,energyandresourcesontheopportunitiesyouaremostlikelytowin
Communicatethekeyissuesmoreeffectivelyusingacommonlanguage
Output
Comprehensiveassessmentofyourcurrentsalesopportunity
Introduction
FourKeyQuestions-The4PrinciplesofSelling
Isthereanopportunity?
Canwecompete?
Canwewin?
Isitworthwinning?
IsThereAnOpportunity?
#5–CompellingEvent
Whydoesthecustomerhavetoact?
Whatisthedeadlineforthecustomertomakeadecision?
Whataretheconsequencesifthisprojectisdelayed?
Whatisthepaybackforthecustomeriftheprojectiscompletedontime?
Whatwillbethemeasurableimpactonthecustomer’sbusiness?
CanWeCompete?
#10–UniqueBusinessValue
Whatisthespecificormeasurablebusinessresultthatwewilldeliver?
Howdoesthecustomerdefinevalue?Howwilltheymeasureit?
Howhavewequantifiedthisvalueinthecustomer’sterms?
Hasthecustomerconfirmedtheirunderstandingofthevaluewewilldeliver?
Howdoesthisvaluedifferentiateusfromourcompetitors?
DevelopingYourValueProposition
Answerthequestions...
What’stheissue?
Howisitaffectingthecustomer?
Whataretheconsequencesorpayback?
Howcanyouhelp?</P><P>
如果觉得《重点客户如何销售》不错,可以推荐给好友哦。
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