【正文】 time is lost due to incorrectly configuring the device, or not having the correct configuration information available? How much does an hour of machine downtime cost? Measure % $ E 3. Are you ever down due to a lack of spare parts? What additional time do parts shortages add to your total downtime? How do you know if you have the correct pliment of spare parts available? What is the turnaround on getting spare parts? Do you feel there is obsolete material present in your inventory? What are your costs associated with the obsolescence? Measure % $ E Recap: “ So your current situation is… ” Confirm Solution: “ If you had (capabilities)…could you then (achieve goal)?” What specific capabilities are you looking for? 1. Event: Question: Player: Action: When a problem occurs in your production system, would it help if your maintenance engineers could identify the problem by accessing one central data table and take corrective action without retrieving multiple programs and multiple copies of documentation, so that the system is fully functional? When a change occurs in a production run (such as packaging size or labeling), would it be helpful if your control engineer could make a copy of the existing system from a central puter, make modifications, and apply new parameters to all drives without connecting to each drive separately? When planning spare parts stocking, would it help if an Asset Management professional could identify, document and remend parts requirements based upon statistical analysis of your installed base of equipment and Mean Time Between Failure (MTBF) data so that you have the right spare parts when needed? 2. Event Question: Player: Action: Solution Development Prompter? Title: Plant Manager Goal: Reduce unscheduled downtime Offering: Integrated Architecture。 Skills SDP? 羅克韋爾自動化銷售程序圖 目標(biāo)分享 d (10%) G 倡導(dǎo)者 (20%) C 評估 (50%) E 口頭的 (90%) 提案 (10%) V/P/W Pipeline 階段 /Funnel 里程碑 s 激活 (0%) A 銷售 待命通訊工具 (內(nèi)部 ) 訪問介紹 提示 目標(biāo)菜單 / 成功經(jīng)歷 訪問記錄 組織為潛在 主顧提示 解決方案開發(fā)提示 ? 訪問介紹 提示 解決方案開發(fā) 激勵者 ? 機(jī)會認(rèn)定 模版 按目標(biāo)的利益匯總 客戶 對應(yīng) (外部 ) 事件計劃的順序 執(zhí)行 計劃 成本 v. 利益 成功 規(guī)律 關(guān)鍵人物 信函 (5個關(guān)鍵組成部分 ) 會議 確認(rèn) 倡導(dǎo)者信函 (5個關(guān)鍵組成部分 ) 銷售訪問 小結(jié)問題 關(guān)鍵人物 機(jī)會圖 資質(zhì)決定 提示 確認(rèn)關(guān)鍵人物 會議的 信函 發(fā)現(xiàn)性 會議 : 發(fā)現(xiàn)業(yè)務(wù) 目標(biāo) 解決方案開發(fā) : 診斷目前的 情況 開發(fā) 解決方案 $ % 認(rèn)定采購 權(quán)力人物 [倡導(dǎo)者 ?] 證據(jù)步驟 ? 關(guān)鍵人物 會議 : 解決方案開發(fā) $ % 認(rèn)定機(jī)會 (事件的談判 順序 ) 執(zhí)行 管理SOE步驟 潛在主顧和 業(yè)務(wù)發(fā)展 銷售程序步驟 談判和關(guān)閉 談判 工作表 合同 能力的組成部分 產(chǎn)品 使用 知識 市場 知識 CustomerCentric Selling? 技巧 SDP? 59 Rockwell Automation Sales Process Map Pipeline Stages/Funnel Milestones Sales Ready Messaging Tools (internal) Call Intro Prompter Menu of Goals/ Success Story Phone Scripts Prospecting Prompter Solution Development Prompter? Call Intro Prompter Solution Development Prompter? Opportunity Qualification Template Benefit Summary by Goal Customer Correspondence (external) Sequence of Events Plan Implementation Plan Cost v. Benefit Success Metrics Key Player Letter (5 key ponents) Meeting Confirmation Champion Letter (5 key ponents) Sales Call Debrief Questions Key Player Oppty. Chart Qualification Decision Prompter Letter to Confirm Key Player Meetings Initial Discovery Meeting: Identify Business Goal Solution Development: Diagnose Current Situation Develop Solutions $ % Qualify Buying Influence [Champion?] Proof Step? Key Player Meetings: Solution Development $ % Qualify Opportunity (Negotiate Sequence of Events) Execute Manage SOE Steps Prospecting and Business Development Sales Process Steps Negotiation and Close Negotiating Worksheet Contract Evaluating (50%) E Champion (20%) C Goal shared (10%) G Active (0%) A Verbal (90%) Proposal (10%) V/P/W CustomerCentric Selling174。 “是” “是” 信任 = 誠心 + 能力 66 1. 關(guān)鍵人物 (行業(yè) /頭銜 ) 來自有目的的對話清單 2. 目標(biāo) 來自目標(biāo)菜單 3. 提供理由 在落實(shí)你的產(chǎn)品時 , 引證一個他們可能無法完成 目標(biāo)的原因。 3 他說他需要一種方法使他的維修人員在潛在的設(shè)備故障出現(xiàn)前接收到警告通知并發(fā)覺問題嚴(yán)重程度，從而能在設(shè)備失效前制定維修計劃。它可以是基于一個打來的電話，來自一個現(xiàn)有客戶的要求，一個分銷商的推薦，等等 ... 采購權(quán)力人物 質(zhì)詢 : “我們對進(jìn)一步了解你的自動化解決方案感興趣。 %, $ (W/165。 %, $ (W/165?！? “感謝你的時間?！? 可能的緊急情況 使用劇情 不需要的特點(diǎn)和能力 ? 可能的緊急情況實(shí)例 特點(diǎn) 如果 _______________________________________________ __________________________________________________________________ __________________________________________________________________ __________________________________________________________________ ___________________________________________________你會感覺如何？ 我們 _______________________ 的特點(diǎn)提供這種能力?！? 如果上述有答案是”是” , 另外的解決方案開發(fā)則應(yīng)就序 “還有另外的目標(biāo)你希望完成的嗎 ?” 跟蹤 解決方案開發(fā) 目標(biāo)擴(kuò)展 : “例如 , 我們其他客戶執(zhí)行新自動化能力的目標(biāo)包括 : 1. 增加生產(chǎn)量 2. 達(dá)到條例規(guī)范標(biāo)準(zhǔn) 3. 并且 , 降低生產(chǎn)成本 現(xiàn)在還有其他另外的目標(biāo)值得討論嗎 ?” 目標(biāo)菜單 : 73 Make yourself equal THEN make yourself different…Otherwise you are just different CCS Core Concept 7 Rqmts Vendor A Vendor B Vendor C “ How are you any different from Vendor A?” 首先使自己相同 然后使自己不同 … 否則你僅僅是 不同的 CCS核心概念 7 74 要求 供應(yīng)商 A 供應(yīng)商 B 供應(yīng)商 C “你跟供應(yīng)商 A有怎樣的不同 ?” 75 When Your Prospect Is Already Looking As potential “ Column B” , what are your chances of success? SELFGENERATED 1. Easier for seller to clarify goal solution 2. Buying Influence is open to discussing USAGE of capabilities and/or more willing to discuss new capabilities 3. Capabilities are positioned “ gently” (“ …would