【文章內(nèi)容簡介】 鍵決策人物有條件的認可 IBM的解決方案和核心價值 可確認的結(jié)果 : ? 客戶認可 IBM的解決方案，價值體現(xiàn)和風險評估； ? 確認簽訂合同的條件； ? 客戶認同 IBM解決方案的可能效果； 9 ? IBM logo must not be moved, added to, or altered in any way. ? Background should not be modified, except for quotes, which use gray background. ? Title/subtitle/confidentiality line: 10pt Arial Regular, white Maximum length: 1 line Information separated by vertical strokes, with two spaces on either side ? Slide heading: 28pt Arial Regular, light blue R204 | G204 | B255 Maximum length: 2 lines ? Slide body: 18pt Arial Regular, white Square bullet color: green R223 | G255 | B102 Remended maximum text length: 5 principal points ? Group name: 14pt Arial Regular, white Maximum length: 1 line ? Copyright: 10pt Arial Regular, white Template release: Oct 02 For the latest, go to Computer Services Industry, IBM Selling Skill Training 169。 2023 IBM Corporation Optional slide number: 10pt Arial Bold, white Indications in green = Live content Indications in white = Edit in master Indications in blue = Locked elements Indications in black = Optional elements 階段 6 － 贏單 IBM 團隊： 贏單 當客戶 : 消除客戶顧慮，并做最終決定 客戶關(guān)系負責人 領(lǐng)導如下行動： ? 進行必要的解決方案細化和價值展現(xiàn)工作； ? 消除阻止客戶最終決定的顧慮，并重新評估對于 IBM團隊的風險； ? 在 IBM法律部的幫助下，完成所有合同條款的協(xié)商； ? 準備合同，并獲得 IBM和客戶雙方的簽字； 當達到如下結(jié)果， IBM團隊在此階段成功 : 客戶與 IBM團隊簽訂合同 可確認的結(jié)果 : ? 簽訂合同 ? 確認實施團隊和實施計劃 ? 媒體宣傳 10 ? IBM logo must not be moved, added to, or altered in any way. ? Background should not be modified, except for quotes, which use gray background. ? Title/subtitle/confidentiality line: 10pt Arial Regular, white Maximum length: 1 line Information separated by vertical strokes, with two spaces on either side ? Slide heading: 28pt Arial Regular, light blue R204 | G204 | B255 Maximum length: 2 lines ? Slide body: 18pt Arial Regular, white Square bullet color: green R223 | G255 | B102 Remended maximum text length: 5 principal points ? Group name: 14pt Arial Regular, white Maximum length: 1 line ? Copyright: 10pt Arial Regular, white Template release: Oct 02 For the latest, go to Computer Services Industry, IBM Selling Skill Training 169。 2023 IBM Corporation Optional slide number: 10pt Arial Bold, white Indications in green = Live content Indications in white = Edit in master Indications in blue = Locked elements Indications in black = Optional elements 階段 7 － 實現(xiàn)期望 IBM 團隊： 監(jiān)督實施過程，確保實現(xiàn)客戶期望 當客戶 : 實施解決方案，評估項目成功 客戶關(guān)系負責人 領(lǐng)導如下行動： ? 與受益部門合作確認項目收益狀況； ? 通過與受益部門的規(guī)律性的交流，管理和控制客戶期望，并最終超越客戶期望； ? 尋找新的業(yè)務機會； ? 重新評估 IBM團隊與客戶的關(guān)系； 當達到如下結(jié)果， IBM團隊在此階段成功 : 客戶認可 IBM實施的解決方案，并提供新的合作機會 可確認的結(jié)果 : ? 實現(xiàn)客戶受益部門的利益； ? IBM團隊獲得客戶高度認可； ? 實施結(jié)果作為客戶的參考 ； ? 創(chuàng)造并發(fā)現(xiàn)新的銷售機會； 11 ? IBM logo must not be moved, added to, or altered in any way. ? Background should not be modified, except for quotes, which use gray background. ? Title/subtitle/confidentiality line: 10pt Arial Regular, white Maximum length: 1 line Information separated by vertical strokes, with two spaces on either side ? Slide heading: 28pt Arial Regular, light blue R204 | G204 | B255 Maximum length: 2 lines ? Slide body: 18pt Arial Regular, white Square bullet color: green R223 | G255 | B102 Remended maximum text length: 5 principal points ? Group name: 14pt Arial Regular, white Maximum length: 1 line ? Copyright: 10pt Arial Regular, white Template release: Oct 02 For the latest, go to Computer Services Industry, IBM Selling Skill Training 169。 2023 IBM Corporation Optional slide number: 10pt Arial Bold, white Indications in green = Live content Indications in white = Edit in master Indications in blue = Locked elements Indications in black = Optional elements 銷售方法論 – 回顧 評估客戶業(yè)務環(huán)境 了解客戶 1 研究客戶業(yè)務策略和市場計劃 開發(fā)與客戶業(yè)務策略相關(guān)的市場計劃 2 認識客戶需求 建立客戶采購的愿景 3 評估機會 通過聯(lián)系 IBM的核心能力評估銷售機會 4 選擇解決方案 與客戶共同研究解決方案 5 解決顧慮并決定 贏單 6 項目實施和結(jié)果評估 監(jiān)控項目實施并控制客戶期望 7 12 ? IBM logo must not be moved, added to, or altered in any way. ? Background should not be modified, except for quotes, which use gray background. ? Title/subtitle/confidentiality line: 10pt Arial Regular, white Maximum length: 1 line Information separated by vertical strokes, with two spaces on either side ? Slide heading: 28pt Arial Regular, light blue R204 | G204 | B255 Maximum length: 2 lines ? Slide body: 18pt Arial Regular, white Square bullet color: green R223 | G255 | B102 Remended maximum text length: 5 principal points ? Group name: 14pt Arial Regular, white Maximum length: 1 line ? Copyright: 10pt Arial Regular, white Template release: Oct 02 For the latest, go to Computer Services Industry, IBM Selling Skill Training 169。 2023 IBM Corporation Optional slide number: 10pt Arial Bold, white Indications in green = Live content Indications in white = Edit in master Indications in blue = Locked elements Indications in black = Optional elements 政治銷售 Political Selling 13 ? IBM logo must not be moved, added to, or altered in any way. ? Background should not be modified, except for quotes, which use gray background. ? Title/subtitle/confidentiality line: 10pt Arial Regular, white Maximum length: 1 line Information separated by vertical strokes, with two spaces on either side ? Slide heading: 28pt Arial Regular, light blue R204 | G204 | B255 Maximum length: 2 lines ? Slide body: 18pt Arial Regular, white Square bullet color: green R223 | G255 | B102 Remended maximu