【正文】 :02:0218:02:02March 22, 2023 ? 1意志堅(jiān)強(qiáng)的人能把世界放在手中像泥塊一樣任意揉捏。 2023年 3月 下午 6時(shí) 2分 :02March 22, 2023 ? 1少年十五二十時(shí)，步行奪得胡馬騎。 下午 6時(shí) 2分 2秒 下午 6時(shí) 2分 18:02: ? 沒有失敗，只有暫時(shí)停止成功！。 18:02:0218:02:0218:023/22/2023 6:02:02 PM ? 1以我獨(dú)沈久，愧君相見頻。 ? 。 . . ? : ? , , . ? ? : ? . ? , . ? ? () ? : ? , , . ? . ? . , , . ? ? ? . ? , . ? . ? ? . ? . ? ? ? ? ? ? ? ? ’ ? ? ? ? ? ’ . ? ? ? ? De cisionI:Rec ognitio n O fNeeds VChange OverTim eIVIm ple men ta tio nIIIRes olutio n O fConcern sIIEva luat io n O fOptio n sBuyer CycleCustom er Decisio n Proce ss強(qiáng)大的銷售工具 —— 提問策略 準(zhǔn)備 ? ? . ? : ? ’ ? ? ? , . ? : ? .? ? ? ’ ? . ? , . ? ? ? . ….? ? …? , , , , ? ? , . ? . . . ? ? ’ . . … … ? , . ? . , ? , . : … , ..‖ ? . , …. . ? ? . $. . : : . “ ” . ? ? ? ? ? ? ? ? ? ? ? ? De cisionI:Rec ognitio n O fNeeds VChange OverTim eIVIm ple men ta tio nIIIRes olutio n O fConcern sIIEva luat io n O fOptio n sBuyer CycleCustom er Decisio n Proce ss強(qiáng)大的銷售工具 理解你的客戶 準(zhǔn)備 ? ? ? ? ? : ? ’ ? ? ’ ? ’ ’ Physiological Safety Belonging Esteem SelfActualisation ’ : : : : : : : : CEO Senior VP Sales Marketing Senior VP CFO VP Field Operations Marketing Director Director of RD Director of Mfg. Director of IT Controller SA E SA B B SA E E B B Innovators Visionaries Pragmatists Conservatives Laggards Status Quo Reference Sites What They Want What They Buy Your Value Proposition Not to be left behind Evolution Solve Problems Revolution Recognition State of the art Trials Tests Customised Solution Total Solutions Industry standards at low price with no risk Enhancement of existing services Product excellence Innovation Future Competitive Advantage Return on Investment Guarantees Investment protection : : : : : CEO Senior VP Sales Marketing Senior VP CFO VP Field Operations Marketing Director Director of RD Director of Mfg. Director of IT Controller SA E SA B B SA E E B B V V V P P I I L C “ ?” $ : : : : CEO Senior VP Sales Marketing Senior VP CFO VP Field Operations Marketing Director Director of RD Director of Mfg. Director of IT Controller SA E SA B B SA E E B B V V V P P I I L C C B B B B R T F F T R ! * “ ?” ! : : * : : * CEO Senior VP Sales Marketing Senior VP CFO VP Field Operations Marketing Director Director of RD Director of Mfg. Director of IT Controller SA E SA B B SA E E B B V V V P P I I L C C B B B B R T F F T R ! ! ! ! ! % % ! ! “ ?” : : : : : CEO Senior VP Sale