【文章內(nèi)容簡介】 ing 169。 2023 IBM CorporationOptional slide number: 10pt Arial Bold, whiteIndications in green = Live content Indications in white = Edit in masterIndications in blue = Locked elementsIndications in black = Optional elements階段 6 － 贏單 團(tuán)隊： 贏單贏單當(dāng)客戶 : 消除客戶顧慮，并做最終決定客戶關(guān)系負(fù)責(zé)人領(lǐng)導(dǎo)如下客戶關(guān)系負(fù)責(zé)人領(lǐng)導(dǎo)如下行動：行動：? 進(jìn)行必要的解決方案細(xì)化和價值展現(xiàn)工作；? 消除阻止客戶最終決定的顧慮，并重新評估對于團(tuán)隊的風(fēng)險；? 在法律部的幫助下，完成所有合同條款的協(xié)商；? 準(zhǔn)備合同，并獲得和客戶雙方的簽字；當(dāng)達(dá)到如下結(jié)果，團(tuán)隊在此階段成功 : 客戶與團(tuán)隊簽訂合同客戶與團(tuán)隊簽訂合同可確認(rèn)的結(jié)果 : ? 簽訂合同? 確認(rèn)實施團(tuán)隊和實施計劃? 媒體宣傳10? IBM logo must not be moved, added to, or altered inany way.? Background shouldnot be modified, except for quotes, which use gray background.? Title/subtitle/confidentiality line: 10pt Arial Regular, whiteMaximum length: 1 lineInformation separated by vertical strokes,with two spaces on either side? 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Copyright: 10pt ArialRegular, whiteTemplate release: Oct 02For the latest, go to Computer Services Industry, IBMSelling Skill Training 169。 2023 IBM CorporationOptional slide number: 10pt Arial Bold, whiteIndications in green = Live content Indications in white = Edit in masterIndications in blue = Locked elementsIndications in black = Optional elements階段 7 － 實現(xiàn)期望 團(tuán)隊： 監(jiān)督實施過程，確保實現(xiàn)客戶期望監(jiān)督實施過程，確保實現(xiàn)客戶期望當(dāng)客戶 : 實施解決方案，評估項目成功客戶關(guān)系負(fù)責(zé)人領(lǐng)導(dǎo)如客戶關(guān)系負(fù)責(zé)人領(lǐng)導(dǎo)如下行動：下行動：? 與受益部門合作確認(rèn)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(wù)機(jī)會；? 重新評估團(tuán)隊與客戶的關(guān)系；當(dāng)達(dá)到如下結(jié)果，團(tuán)隊在此階段成功 : 客戶認(rèn)可實施的解決方案，并提供新的合作機(jī)會客戶認(rèn)可實施的解決方案，并提供新的合作機(jī)會可確認(rèn)的結(jié)果 :? 實現(xiàn)客戶受益部門的利益；? 團(tuán)隊獲得客戶高度認(rèn)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(jī)會；11? IBM logo must not be moved, added to, or altered inany way.? Background shouldnot be modified, except for quotes, which use gray background.? Title/subtitle/confidentiality line: 10pt Arial Regular, whiteMaximum length: 1 lineInformation 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, whiteSquare bullet color:green R223 | G255 | B102Remended maximum text length: 5 principal points? Group name:14pt Arial Regular, whiteMaximum length: 1 line? Copyright: 10pt ArialRegular, whiteTemplate release: Oct 02For the latest, go to Computer Services Industry, IBMSelling Skill Training 169。 2023 IBM CorporationOptional slide number: 10pt Arial Bold, whiteIndications in green = Live content Indications in white = Edit in masterIndications in blue = Locked elementsIndications in black = Optional elements銷售方法論 – 回顧評估客戶業(yè)務(wù)環(huán)境了解客戶1研究客戶業(yè)務(wù)策略和市場計劃開發(fā)與客戶業(yè)務(wù)策略相關(guān)的市場計劃2認(rèn)識客戶需求建立客戶采購的愿景3評估機(jī)會通過聯(lián)系 IBM的核心能力評估銷售機(jī)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712? IBM logo must not be moved, added to, or altered inany way.? Background shouldnot be modified, except for quotes, which use gray background.? Title/subtitle/confidentiality line: 10pt Arial Regular, whiteMaximum length: 1 lineInformation 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, whiteSquare bullet color:green R223 | G255 | B102Remended maximum text length: 5 principal points? Group name:14pt Arial Regular, whiteMaximum length: 1 line? Copyright: 10pt ArialRegular, whiteTemplate release: Oct 02For the latest, go to Computer Services Industry, IBMSelling Skill Training 169。 2023 IBM CorporationOptional slide number: 10pt Arial Bold, whiteIndications in green = Live content Indications in white = Edit in masterIndications in blue = Locked elementsIndications in black = Optional elements政治銷售 13? IBM logo must not be moved, added to, or altered inany way.? Background shouldnot be modified, except for quotes, which use gray background.? Title/subtitle/confidentiality line: 10pt Arial Regular, whiteMaximum length: 1 lineInformation 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, whiteSquare bullet color:green R223 | G255 | B102Remended maximum text length: 5 principal points? Group name:14pt Arial Regular, whiteMaximum length: 1 line? Copyright: 10pt ArialRegular, whiteTemplate release: Oct 02For the latest, go to Computer Services Industry, IBMSelling Skill Training 169。 2023 IBM CorporationOptional slide number: 10pt Arial Bold, whiteIndications in green = Live content Indications in white = Edit in masterIndications in blue = Locked elementsIndications in black = Optional elements政治銷售 – 客戶需求 ? 高回報率? 降低成本? 增加收入? 高生產(chǎn)率? 利潤? 市場份額? 市場擴(kuò)展理性理性? 更大權(quán)利? 業(yè)績考核? 價值認(rèn)可? 工作穩(wěn)定? 追求個人生活? 尋求改變? 解決問題? 職場提升感性感性業(yè)務(wù)需求 個人需求14? IBM logo must not be moved, added to, or altered inany way.? Background shouldnot be modified, except for quotes, which use gray background.? Title/subtitle/confidentiality line: 10pt Arial Regular, whiteMaximum length: 1 lineInformation 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, whiteSquare bullet color:green R223 | G255 | B102Remended maximum text length: 5 principal points? Group name:14pt Arial Regular, whiteMaximum length: 1 line? Copyright: 10pt ArialRegular, whiteTemplate relea