【正文】 he 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 Do you feel there is obsolete material present in your inventory?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。 4. 總結(jié)目前的情況并取得采購(gòu)權(quán)力人物的認(rèn)可。如果他們的回答是肯定的，則你已然創(chuàng)建了一套 “解決方案”。 Asset Management 3. Event: ? Question: Player: Action: 6. Confirm 3. Confirm 2. Diagnose 5. Diagnose (Prescribe) 4. Frame 1. Frame GO TO PAGE ______ IN THE ROLEPLAY SECTION Skill Practice 1 Basic Solution Development Sales Process Steps Solution Development: Diagnose Current Situation Develop Solutions $ % Selling Steps Discovery Meeting: Identify Business Goal 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 Negotiation and Close 你采取什么樣的步驟減少停工時(shí)間 ? 目前的情況問題 能力問題 ？排除故障或更換和設(shè)置復(fù)雜的輸入 /輸出裝置，如一個(gè)損壞的設(shè)備要花費(fèi)多少時(shí)間？有多少次你的員工連接到一個(gè)系統(tǒng)后發(fā)現(xiàn)他們沒有項(xiàng)目資料？這會(huì)消耗另外的資源嗎？停工一小時(shí)造成的生產(chǎn)成本消耗是多少？排除系統(tǒng)故障產(chǎn)生的加班成本是多少？ 量度 % $ E ？生產(chǎn)過(guò)程發(fā)生變化的次數(shù)多嗎？比如包裝尺寸、標(biāo)簽等？ 正確對(duì)設(shè)備進(jìn)行設(shè)置并恢復(fù)生產(chǎn)的平均時(shí)間是多長(zhǎng)？不正確地設(shè)置或沒有正確的設(shè)置信息會(huì)損失多長(zhǎng)時(shí)間？停工一小時(shí)造成的生產(chǎn)成本消耗是多少？ 度量 % $ E ？配件的缺乏使你損失了多少工時(shí)？你如何知道你是否有對(duì)現(xiàn)有備件的正確評(píng)價(jià)？獲得備件所需要的時(shí)間多長(zhǎng)？你認(rèn)為在你的庫(kù)存中有廢棄的材料嗎？與廢棄材料相關(guān)的成本是多少？ 度量 % $ E 概括 : “因此你的目前的 情況 是 … ” 確認(rèn) 解決方案 : “假使你具備 (能力 )… 你能夠 (達(dá)到目標(biāo) )?” 你在尋求什么樣的特殊能力 ? ： 問題 : 人物： 動(dòng)作： 當(dāng)你的生產(chǎn) 系統(tǒng)出現(xiàn)問題， 如果 … 是否有幫助 你的維修 工程師 能通過(guò)訪問中央數(shù)據(jù)表和采取糾正措施而無(wú)須補(bǔ)救多個(gè)程序和多套資料拷貝便能發(fā)現(xiàn)問題，這樣系統(tǒng)仍完全正常工作嗎。 Skills ? Prospecting Business Development ? Alignment – Personal – Buyer behavior over time – Buyer starting point ? Solution Development… continued ? Key Player Qualification ? Opportunity Qualification Control ? Establishing Business Value ? Negotiation ? CCS Process Management 羅克韋爾自動(dòng)化銷售程序圖 分享了目標(biāo) (10%) G 倡導(dǎo)者 (20%) C 評(píng)估 (50%) E 口頭 l (90%) 提案 (10%) V/P/W Pipeline 階段 /Funnel 里程碑 積極的 (0%) A 舉行發(fā)現(xiàn)性 會(huì)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(gòu)權(quán)力人物 [倡導(dǎo)者 ?] 證據(jù)步驟 ? 關(guān)鍵人物 會(huì)議: 解決方案開發(fā) $ % 認(rèn)定機(jī)會(huì) (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 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(lì)者 ? 機(jī)會(huì)認(rèn)定 模版 按目標(biāo)的利益匯總 客戶 對(duì)應(yīng) (外部 ) 事件計(jì)劃的順序 執(zhí)行 計(jì)劃 成本 v. 利益 成功 規(guī)律 關(guān)鍵人物 信函 (5個(gè)關(guān)鍵組成部分 ) 會(huì)議 確認(rèn) 倡導(dǎo)者信函 (5個(gè)關(guān)鍵組成部分 ) 銷售訪問 小結(jié)問題 關(guān)鍵人物 機(jī)會(huì)圖 資質(zhì)決定 提示 確認(rèn)關(guān)鍵人物 會(huì)議的 信函 談判 工作表 合同 CustomerCentric Selling 174。該理由應(yīng)該來(lái)自關(guān)鍵人物的 SDP? 左側(cè)。 4 我們?yōu)樗峁┝嗽撃芰??！? 銷售人員 反應(yīng) : “你 /你的老板 /你的組織希望完成什么 ?” 1. 解決方案開發(fā) 4. 成功經(jīng)歷或目標(biāo)菜單 如果“否” , 終止訪問并和經(jīng)理一起小結(jié)。/Rs/RMB, etc.) Value Measurement Value Validation Correlate the value of capabilities to current situation you previously diagnosed “ If you had that capability, how many/how often/how much…could you….? ” Who is looking to you to achieve this goal? Is there a trend? Is the situation escalating? What is the impact on your business of operating the way you currently operate? Confirm Solution (summarize capabilities) “ If you had the capabilities we’ ve just discussed, could you achieve your goal?” Correlate VALUE of solution with buyer’ s Goal “ You are currently experiencing 10% unscheduled downtime。/Rs/RMB等 ) 價(jià)值 測(cè)量手段 價(jià)值證實(shí) 使先前診斷的目前情況與能力價(jià)值相關(guān)聯(lián) “假如你有該能力 ,多少 (數(shù)目 )…? 多經(jīng)常 …? 多少 (費(fèi)用 ) … 你能夠 ….? ” 誰(shuí)在關(guān)注你的目標(biāo)達(dá)成 ? 有趨勢(shì)嗎 ? 情況逐步升級(jí) ? 對(duì)目前你的業(yè)務(wù)有何影響 ?運(yùn)營(yíng)方法上 ? 確定解決方案（總結(jié)能力） “假如你有我們剛討論的能力 , 你能夠達(dá)到 你的目標(biāo)嗎 ?” 將解決方案的價(jià)值與采購(gòu)人的目標(biāo)相關(guān)聯(lián) “你目前經(jīng)歷非計(jì)劃性的停工時(shí)間是 10%。我想確認(rèn)我對(duì)于你的情況的理解并為你進(jìn)一步評(píng)估羅克韋爾自動(dòng)化提供步驟建議 , 你希望使用信函 , 傳真還是的方式 ? (采購(gòu)權(quán)力人物 反應(yīng) ) 我會(huì)在一兩天內(nèi)發(fā)送。 可能的緊急情況 使用劇情 可能的緊急情況創(chuàng)建練習(xí) _________________________________________________________________ _________________________________________________________________ _________________________________________________________________ _________________________________________________________________ 事件 : 問題 : 人物 : 行動(dòng) : Solution enhancement to create a need