企業(yè)銷售培訓(xùn)資料英文版(存儲版)
【正文】 f you had . . . could you solve. . . (repeat pain)? What would it be worth to you? From what I just heard, (repeat who and how) this isn’t just your problem but a ____ problem? 51 R1 I1 C1 R2 I2 C2 R3 I3 C3 * 9 . * * * 52 ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? 53 ’s ? $ ? ? ? ? C3 ? ? , ? : . . . . . . Prospect reveals and volunteers access to power person(s) Prospect does not reveal or volunteer access to power Prospect reveals power and is NOT power person Prospect does have power to buy * * Power to buy = ability to get it done regardless of title Schedule meeting, end the call Send confirmation letter Ask questions to reveal ability to buy Negotiate for access to power, get agreement, end call promising Sponsor Letter Find out how they evaluate Find out L/T/A approval Set up ground rules for proposal and proposal review End call with promise to send proposed evaluation plan to discuss 55 ? . “ ” ? ? ! ? C W 56 ? ? a “ ” ’ . ( , .) ? “ ”. ? 5 ? ’ . . . ’ “ ” “ ”. 57 ? ’s ? ? ? ? ? ? ’s a ? ? ? ? ? ! 58 ? ? ? ? “ ”. ? ? “” 59 ? : ? : (. .) ? , “”. ? ( ). ’t . 60 ? ? a ? ? ? ? ? ? ? ? ? ? “ ” ? ? ? “” 61 ? ’t ? ? , ! ? “ ”: ’t a , ! ( ’t , . .) 62 ? ’t , . ? ? ? ? ? ? ? ($ )? ? : ? , , ? ? 63 ? ? , , . ? ’t : a . 64 “” ? “ 5” ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? 65 ? ? a ? ’ , ? , ? a “ ” ? “ ” . 66 ? . ? . ? . ? ’t , “” . ? ? . . ? . ? . ? a . 67 ? ? ? ? ? 1: 2: 3: “ I ? : “
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