【正文】 rial Regular, whiteMaximum length: 1 lineInformation separated by vertical strokes,with two spaces on either side? Slide heading:28pt Arial Regular, light blue R204 | G204 | B255 Maximum length: 2 lines? Slide body:18pt Arial Regular, whiteSquare bullet color:green R223 | G255 | B102Remended maximum text length: 5 principal points? Group name:14pt Arial Regular, whiteMaximum length: 1 line? Copyright: 10pt ArialRegular, whiteTemplate release: Oct 02For the latest, go to Computer Services Industry, IBMSelling Skill Training 169。 2023 IBM CorporationOptional slide number: 10pt Arial Bold, whiteIndications in green = Live content Indications in white = Edit in masterIndications in blue = Locked elementsIndications in black = Optional elements階段 2 － 發(fā)現(xiàn)機(jī)會(huì) 團(tuán)隊(duì)： 通過客戶關(guān)系的互動(dòng)，發(fā)現(xiàn)銷售機(jī)會(huì)通過客戶關(guān)系的互動(dòng)，發(fā)現(xiàn)銷售機(jī)會(huì)當(dāng)客戶 : 精練客戶的業(yè)務(wù)策略和市場計(jì)劃客戶關(guān)系負(fù)責(zé)人領(lǐng)導(dǎo)如客戶關(guān)系負(fù)責(zé)人領(lǐng)導(dǎo)如下行動(dòng)：下行動(dòng)：? 主動(dòng)溝通了解客戶需求；? 充分了解客戶采購的愿望和動(dòng)力所在；? 建立銷售機(jī)會(huì)計(jì)劃或選擇離開 .當(dāng)達(dá)到如下結(jié)果，團(tuán)隊(duì)在此階段成功 : 客戶表現(xiàn)出與合作的濃厚興趣客戶表現(xiàn)出與合作的濃厚興趣可確認(rèn)的結(jié)果 :? 成功的與客戶進(jìn)行了有建設(shè)性的會(huì)談；? 建立了銷售機(jī)會(huì)的計(jì)劃；? 客戶認(rèn)可對于客戶采購愿望和動(dòng)力所在的理解；? 發(fā)現(xiàn)并有機(jī)會(huì)找到客戶內(nèi)部的的堅(jiān)定贊助者 ( )； 6? IBM logo must not be moved, added to, or altered inany way.? Background shouldnot be modified, except for quotes, which use gray background.? Title/subtitle/confidentiality line: 10pt Arial Regular, whiteMaximum length: 1 lineInformation separated by vertical strokes,with two spaces on either side? Slide heading:28pt Arial Regular, light blue R204 | G204 | B255 Maximum length: 2 lines? Slide body:18pt Arial Regular, whiteSquare bullet color:green R223 | G255 | B102Remended maximum text length: 5 principal points? Group name:14pt Arial Regular, whiteMaximum length: 1 line? Copyright: 10pt ArialRegular, whiteTemplate release: Oct 02For the latest, go to Computer Services Industry, IBMSelling Skill Training 169。 2023 IBM CorporationOptional slide number: 10pt Arial Bold, whiteIndications in green = Live content Indications in white = Edit in masterIndications in blue = Locked elementsIndications in black = Optional elements階段 3 － 描述能力 團(tuán)隊(duì)： 建立客戶需要和滿足需求的商業(yè)能力建立客戶需要和滿足需求的商業(yè)能力當(dāng)客戶 : 明確需求客戶關(guān)系負(fù)責(zé)人領(lǐng)導(dǎo)如下行客戶關(guān)系負(fù)責(zé)人領(lǐng)導(dǎo)如下行動(dòng)：動(dòng)：? 明確和精練客戶需求；? 建立客戶的市場計(jì)劃與商業(yè)價(jià)值之間的橋梁；? 確認(rèn)客戶內(nèi)部的堅(jiān)定贊助者和業(yè)務(wù)受益者；? 了解客戶的決策流程和參與者；? 如有可能，接觸客戶決策的關(guān)鍵人物；? 建立客戶的期望與核心價(jià)值之間的關(guān)系，并了解競爭的狀況或者選擇離開；當(dāng)達(dá)到如下結(jié)果，團(tuán)隊(duì)在此階段成功 : 客戶確認(rèn)支持的價(jià)值與客戶需求之間的關(guān)系，并確認(rèn)與關(guān)鍵決客戶確認(rèn)支持的價(jià)值與客戶需求之間的關(guān)系，并確認(rèn)與關(guān)鍵決策人物之間的溝通策人物之間的溝通可確認(rèn)的結(jié)果 :? 對客戶需求理解的確認(rèn)；? 展現(xiàn)客戶期望的商業(yè)能力；? 同意能實(shí)現(xiàn)客戶的期望 (有條件的滿意 )；? 客戶認(rèn)可的核心價(jià)值；7? IBM logo must not be moved, added to, or altered inany way.? Background shouldnot be modified, except for quotes, which use gray background.? Title/subtitle/confidentiality line: 10pt Arial Regular, whiteMaximum length: 1 lineInformation separated by vertical strokes,with two spaces on either side? Slide heading:28pt Arial Regular, light blue R204 | G204 | B255 Maximum length: 2 lines? Slide body:18pt Arial Regular, whiteSquare bullet color:green R223 | G255 | B102Remended maximum text length: 5 principal points? Group name:14pt Arial Regular, whiteMaximum length: 1 line? Copyright: 10pt ArialRegular, whiteTemplate release: Oct 02For the latest, go to Computer Services Industry, IBMSelling Skill Training 169。 2023 IBM CorporationOptional slide number: 10pt Arial Bold, whiteIndications in green = Live content Indications in white = Edit in masterIndications in blue = Locked elementsIndications in black = Optional elements階段 4 － 展現(xiàn)核心價(jià)值 團(tuán)隊(duì)： 清晰展現(xiàn)的能力和價(jià)值，確認(rèn)銷售機(jī)會(huì)清晰展現(xiàn)的能力和價(jià)值，確認(rèn)銷售機(jī)會(huì)當(dāng)客戶 : 評估機(jī)會(huì)客戶關(guān)系負(fù)責(zé)人領(lǐng)導(dǎo)如下客戶關(guān)系負(fù)責(zé)人領(lǐng)導(dǎo)如下行動(dòng)：行動(dòng)：? 審核并影響客戶的評估標(biāo)準(zhǔn)；? 向客戶的關(guān)鍵決策人和受益部門展現(xiàn)的初步解決方案和核心價(jià)值，并討論可能的付款方案；? 評估客戶決策人的顧慮和期望；? 評估參與此項(xiàng)目的風(fēng)險(xiǎn)；當(dāng)達(dá)到如下結(jié)果，團(tuán)隊(duì)在此階段成功 : 關(guān)鍵決策人和受益部門同意的初步解決方案關(guān)鍵決策人和受益部門同意的初步解決方案可確認(rèn)的結(jié)果 : ? 以書面的形式遞交初步解決方案；? 堅(jiān)持與堅(jiān)定贊助者前進(jìn) 或選擇離開； .? 客戶認(rèn)可的解決方案可以把運(yùn)行風(fēng)險(xiǎn)控制到最低水平；8? IBM logo must not be moved, added to, or altered inany way.? Background shouldnot be modified, except for quotes, which use gray background.? Title/subtitle/confidentiality line: 10pt Arial Regular, whiteMaximum length: 1 lineInformation separated by vertical strokes,with two spaces on either side? Slide heading:28pt Arial Regular, light blue R204 | G204 | B255 Maximum length: 2 lines? Slide body:18pt Arial Regular, whiteSquare bullet color:green R223 | G255 | B102Remended maximum text length: 5 principal points? Group name:14pt Arial Regular, whiteMaximum length: 1 line? Copyright: 10pt ArialRegular, whiteTemplate release: Oct 02For the latest, go to Computer Services Industry, IBMSelling Skill Training 169。 2023 IBM CorporationOptional slide number: 10pt Arial Bold, whiteIndications in green = Live content Indications in white = Edit in masterIndications in blue = Locked elementsIndications in black = Optional elements階段 5 － 選擇解決方案 團(tuán)隊(duì)： 與客戶共同研究解決方案與客戶共同研究解決方案當(dāng)客戶 : 選擇解決方案客戶關(guān)系負(fù)責(zé)人領(lǐng)導(dǎo)如下客戶關(guān)系負(fù)責(zé)人領(lǐng)導(dǎo)如下行動(dòng)：行動(dòng)：? 精練解決方案，并通過測試的方法展現(xiàn)的方案價(jià)值；? 評估競爭策略，如需要及時(shí)調(diào)整競爭戰(zhàn)術(shù)；? 評估關(guān)鍵人物的興趣，價(jià)值和風(fēng)險(xiǎn)；? 針對非標(biāo)準(zhǔn)合同條款的溝通和共識；當(dāng)達(dá)到如下結(jié)果，團(tuán)隊(duì)在此階段成功 : 關(guān)鍵決策人物有條件的認(rèn)可的解決方案和核心價(jià)值關(guān)鍵決策人物有條件的認(rèn)可的解決方案和核心價(jià)值可確認(rèn)的結(jié)果 : ? 客戶認(rèn)可的解決方案，價(jià)值體現(xiàn)和風(fēng)險(xiǎn)評估；? 確認(rèn)簽訂合同的條件；? 客戶認(rèn)同解決方案的可能效果；9? IBM logo must not be moved, added to, or altered inany way.? Background shouldnot be modified, except for quotes, which use gray background.? Title/subtitle/confidentiality line: 10pt Arial Regular, whiteMaximum length: 1 lineInformation separated by vertical strokes,with two spaces on either side? Slide heading:28pt Arial Regular, light blue R204 | G204 | B255 Maximum length: 2 lines? Slide body:18pt Arial Regular, whiteSquare bullet color:green R223 | G255 | B102Remended maximum text length: 5 principal points? Group name:14pt Arial Regular, whiteMaximum length: 1 line? Copyright: 10pt ArialRegular, whiteTemplate release: Oct 02For the latest, go to Computer Services Industry, IBMSelling Skill Train