整體方案銷售技巧(solutionselling)(文件)
【正文】 ose control of our prospects at the end of the sell cycle.” We got in too late.” The prospect didn’t know what they wanted.” We missed the needs of certain committee members.” I get an opportunity started and our resellers drop the ball.” My manager tells me what to do, NOT how to do it.” My competition sells facetoface while my manager forces me to sell over the phone.” Management demands detailed written sales forecasts do they want me to sell or fill out forms?” Prospects can buy the same capabilities from someone else, so I have to outsell my competition to win the business.”,“ “ “ “ “ “ “ “ “ “ “ “,Selling Difficulties,Can you relate?,?,Managing Difficulties,Can you relate?,?,Objectives of MSS for Partners,To enable Microsoft and Microsoft Business Partners to increase sales productivity. Specifically, MSS for Partners is a sales process designed to help:,Generate interest in Microsoft related offerings Identify and diagnose customer critical business issues Create a desire for a solution that will address a customer’s critical business issue(s) Change a customer’s biased vision of a competitive solution Create a value proposition Gain access to decisionmaking authority or influence Differentiate themselves from competition, by how they sell in addition to what they sell Close more opportunities both effectively and efficiently Qualify each step of the sales cycle Predict revenue attainment more accurately (Random events produce random results.),…and appear as one sales team.,?,MSS for Partners Positioning,This process is built on how buyers buy, which differentiates it from other sales methods. It is applicable for selling products, services, and intangibles. The process is designed to help differentiate you from your competitors by the way you sell. In the MSS for Partners workshop, participants learn and practice concepts and job aids immediately applicable to their job. MSS for Partners is the Field Sales Execution Model to drive Microsoft Integrated Solution Selling (ISS).,?,The following slides are taken from the MSS for Partners workshop,?,“Talent Assessment”,80%,20%,KEY TO SUCCESS IS PROCESS,EAGLES,JOURNEYMEN,?,Integration of Knowledge and Skills by the Seller for “Eagle” Performance,WHAT BUYERS SHOULD EXPECT FROM SELLERS,S,ITUATIONAL,K,NOWLEDGE,C,APABILITY,K,NOWLEDGE,P,EOPLE,S,KILLS,S,ELLING,S,KILLS,HOW DO WE INTEGRATE?,Situational Fluency,?,CURRENT ACTIVE REAL EVALUATIONS,*,Not Looking,Looking,HOW MANY SHOULD BE LOOKING?,Conceptual Sales Territory,?,How Organizations Buy,?,Sales Process Flowchart,Starting Points,Yes,No,No,Yes,At Power ?,Develop / manage Evaluation Plan (sample plan steps), Summarize findings Proof of Microsoft capabilities Implementation plan Develop initial value proposition Determine success criteria Legal / technical / admin. approval Rev
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