【正文】 en 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 , 169。 2023 銷售技巧培訓(xùn)1? 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 1 － 建立客戶關(guān)系 團隊： 通過了解客戶的業(yè)務(wù)環(huán)境，流程和問題建立客戶關(guān)系通過了解客戶的業(yè)務(wù)環(huán)境，流程和問題建立客戶關(guān)系當(dāng)客戶 : 評估客戶的業(yè)務(wù)環(huán)境和策略客戶關(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：行動：? 通過需求引導(dǎo)和有前瞻性的討論，引發(fā)客戶興趣并建立客戶關(guān)系；? 研究客戶的行業(yè)，競爭對手，業(yè)務(wù)方向和一般流程；? 了解客戶的財務(wù)狀況；? 計劃客戶關(guān)系建立和維系的策略；? 與客戶進行針對其業(yè)務(wù)策略的創(chuàng)造性交流；? 計劃和調(diào)動資源為客戶的業(yè)務(wù)策略提供支持；當(dāng)達到如下結(jié)果，團隊在此階段成功 : 因團隊充分了解客戶的業(yè)務(wù)環(huán)境和策略，客戶認(rèn)可與的關(guān)系因團隊充分了解客戶的業(yè)務(wù)環(huán)境和策略，客戶認(rèn)可與的關(guān)系可確認(rèn)的結(jié)果 : ? 客戶審閱并共同參與 ；? 將客戶的市場計劃與的資源相匹配；? 團隊可以下一步與客戶的關(guān)鍵人物溝通；5? 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 團隊： 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：行動：? 精練解決方案，并通過測試的方法展現(xiàn)的方案價值；? 評估競爭策略，如需要及時調(diào)整競爭戰(zhàn)術(shù)；? 評估關(guān)鍵人物的興趣，價值和風(fēng)險；? 針對非標(biāo)準(zhǔn)合同條款的溝通和共識；當(dāng)達到如下結(jié)果，團隊在此階段成功 : 關(guān)鍵決策人物有條件的認(rèn)可的解決方案和核心價值關(guān)鍵決策人物有條件的認(rèn)可的解決方案和核心價值可確認(rèn)的結(jié)果 : ? 客戶認(rèn)可的解決方案，價值體現(xiàn)和風(fēng)險評估；? 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 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政治銷售 13? 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。 客戶得到結(jié)果，但只有個人是 “贏 ”；167。 不支持者－167。 堅定贊助者－ 17? 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。 告知如何在客戶內(nèi)部尋找和建立關(guān)系；167。 會支持讓你參加重要的內(nèi)部會議；167。 2023 IB