【正文】 information ? Criteria slanted ? Criteria constantly changes ? Delays ? Budget goes away ? Questioning by customers probing your weaknesses ? Players change ? Meetings cancelled ? Meetings delegated ? Preoccupied with price ? No inside support ?Not knowing you’re winning ? Always 5 minutes late ? Too many hours ? Too much telephone time ? Continual crisis ? Not having fun Page Systems, Inc. All rights reserved. * Purpose ? Provide you with a structured, repeatable methodology for analyzing a sales opportunity Benefits ? Qualify opportunities faster and more effectively by analyzing them from the most critical customer, business and petitive perspectives ? Invest time, energy and resources on the opportunities you are most likely to win ? Communicate the key issues more effectively using a mon language Output ? Comprehensive assessment of your current sales opportunity Opportunity Assessment Assess the Opportunity Set the Competitive Strategy Identify the Key Players Define the Relationship Strategy Turn Ideas Into Actions Test and Improve the Plan Implement the Process 1 2 3 4 5 6 7 age 2.Page Systems, Inc. All rights reserved. * Introduction + A B C – age 2.Current: good win rate Potential ? Z = 1 ? Z = 0 ? A – C Compromised ? X Y Lost ? Z = 1 X Y Z Page Systems, Inc. All rights reserved. * Four Key Questions The 4 Principles of Selling ? Is there an opportunity? ? Can we pete? ? Can we win? ? Is it worth winning? age 2.Page Systems, Inc. All rights reserved. * Is There An Opportunity? age 2.1 Customer’s Application or Project ? What are the customer’s requirements? ? What are the customer’s key issues and objectives for the project? ? Who initiated the project? Who’ll be working on the project? ? How does this project fit into the customer’s business strategy? 2 Customer’s Business Profile 3 Customer’s Financial Condition 4 Access to Funds ? What are the customer’s products and services? ? What are their key markets? ? Who are their key customers and petitors? ? What is driving the customer’s business internally and externally? ? What are their revenue and profit trends? ? How do their financials pare to similar panies? ? What is their financial outlook? ? What are the customer’s key performance metrics? ? What is the budget for this project? ? What is the customer’s budgeting process? ? What is the priority of this project pared to others? ? What are the customer’s alternative uses of capital? Page Systems, Inc. All rights reserved. * 5 – Compelling Event ? Why does the customer have to act? ? What is the deadline for the customer to make a decision? ? What are the consequences if this project is delayed? ? What is the payback for the customer if the project is pleted on time? ? What will be the measurable impact on the customer’s business? Business Initiatives Business Drivers Business Profile age 2.Compelling Event Consequences Payback Problems Opportunities Page Systems, Inc. All rights reserved. * Can We Compete? 6 Formal Decision Criteria 7 Solution Fit 8 Sales Resource Requirements 9 Current Relationship ? What are the customer’s decision criteria? ? What is the formal decision process? ? Which decision criteria are most important? Why? ? Who formulated the decision criteria? age 2.? How well does our solution solve the customer’s problem? ? What does the customer think? ? What modifications or enhancements will be required? ? What external resources do we need to meet the customer’s requirements? ? How much time will the sales team need to invest on this opportunity? ? What additional internal or external resources will you need to win this opportunity? ? What is the projected cost of sales? ? What is the opportunity cost? ? What is the status of your relationship with the customer? ? What is the status of each petitor’s relationship with the customer? ? Whose relationship provides petitive advantage for this opportunity? ? How do you and each of your petitors pare to the customer’s view of the ideal relationship? Page Systems, Inc. All rights reserved. * 10 – Unique Business Value ? What is the specific or measurable business result that we will deliver? ? How does the customer define value? How will they measure it? ? How have we quantified this value in the customer’s terms? ? Has the customer confirmed their understanding of the value we will deliver? ? How does this value differentiate us from our petitors? Business Profile Business Drivers Business Initiatives Capabilities Solution Differen tiation age 2.Compelling Events Unique Business Value Page Systems, Inc. All rights reserved. * Answer the questions . . . ? What’s the issue? ? How is it affecting the customer? ? What are the consequences or payback? ? How can you help? Developing Your Value Proposition 9 Page Systems, Inc. All rights reserved. * Increase Costs/Consequences Value = Benefits Costs/Risks/Consequences age ? Revenue ? Market share ? Customer satisfaction ? Inventory turns ? Load factor ? Shareholder value ? Customer base ? Order fulfillment time ? Expenses ? Rejects/returns ? Waste ? Administrative costs ? Number of days supply (of inventory) ? Time to close an order ? Cycle time Decrease ?Evaluation process ?Purchase price ?Order processing ?Expediting costs ?Correcting mistakes Acquisition Costs ?Setup and installation ?Taxes and insurance ?Administrative costs ?Finance charges Possession Costs ?Training ?Support ?Maintenance ?Depreciation ?Disposal ?Interface to other systems Usage Costs ?Affect existi