【正文】 eir electronic capabilities Wants to municate with other panies using his current application formats to send and receive data files Wants any system modifications to be done quickly Does not want to add personnel to monitor a specific system Key Player President / Owner Comptroller MIS Director Pain Sheet eCommerce Pain: Cost of Implementing EDI Situation: President/Owner Private Company, SMB Solution: Inter EDI In A Box Reasons Impact Capabilities What if...。 Would it help if...? Is this [ Pain ] causing... Is it because...。 Today...? when: who: what: when: who: what: when: who: what: When you have to exchange documents With Trading Partners We could install a plug and play EDI systems to meet you needs? 1. 2. 3. 1. Do you only have limited information on what alternatives are available to traditional VANs.? 2. Have you heard from someone else that it is too expensive to implement? 3. Do you think that you can’t get a god ROI on an EDI implementation? ? From moving forward? ? You to lose new potential customers? Solution Selling174。 Version 2023 169。 2023 Sales Performance International All rights reserved IBM SSMMr. Steve Jones President Private Company Dear Steve, Thank you for meeting with me earlier today. I believe it was time well spent for both Private Company and IBM Business Partner. You indicated that your biggest reason to not move forward is the cost of EDI implementation. However, if you could be provided with EDI capabilities at a reasonable cost, and a good ROI, that you would move ahead with an implementation . You agreed to take a serious look at IBM Business Partner. You also said that if we succeed in proving to you that we can provide you with these capabilities that you would introduce us to Jim Smith, your MIS Director. You said that the implementation would affect his area the most. I have arranged for you to talk with Scott Gilmour, CIO at United Supermarkets who has implemented an Inter EDI In A Box application with our help. I am confident you will like what you see and help us introduce IBM Business Partner to the rest of the anization. Sincerely, Sponsor Letter – Inter EDI In A Box Solution Selling174。 Version 2023 169。 2023 Sales Performance International All rights reserved Value Proposition: What Investment Will Be Required? ? HARDWARE ? None ? SOFTWARE ? EC Connect with IBM MQSeries ? Firewall ? SERVICES ? Consulting services ? Systems Integration ? Installation and training Solution Selling174。 Version 2023 169。 2023 Sales Performance International All rights reserved Key Sales Tools and Job Aids include: 關(guān)鍵人物清單 (key player list) 參考客戶 (reference stories) Sales Process Flowchart? Interest Generation Scripts 痛苦鏈 (pain chain) Sponsor Letters? Power Sponsor Letters? Evaluation Plans? Vision Creation Model Vision Reengineering Model ? 靜夜四無鄰，荒居舊業(yè)貧。 , March 24, 2023 ? 雨中黃葉樹，燈下白頭人。 10:15:0410:15:0410:153/24/2023 10:15:04 AM ? 1以我獨沈久，愧君相見頻。 :15:0410:15Mar2324Mar23 ? 1故人江海別，幾度隔山川。 10:15:0410:15:0410:15Friday, March 24, 2023 ? 1乍見翻疑夢，相悲各問年。 :15:0410:15:04March 24, 2023 ? 1他鄉(xiāng)生白發(fā)，舊國見青山。 2023年 3月 24日星期五 上午 10時 15分 4秒 10:15: ? 1比不了得就不比，得不到的就不要。 。 2023年 3月 上午 10時 15分 :15March 24, 2023 ? 1行動出成果，工作出財富。 2023年 3月 24日星期五 10時 15分 4秒 10:15:0424 March 2023 ? 1做前，能夠環(huán)視四周；做時，你只能或者最好沿著以腳為起點的射線向前。 上午 10時 15分 4秒 上午 10時 15分 10:15: ? 沒有失敗，只有暫時停止成功！。 , March 24, 2023 ? 很多事情努力了未必有結(jié)果，但是不努力卻什么改變也沒有。 10:15:0410:15:0410:153/24/2023 10:15:04 AM ? 1成功就是日復(fù)一日那一點點小小努力的積累。 :15:0410:15Mar2324Mar23 ? 1世間成事，不求其絕對圓滿，留一份不足，可得無限完美。 10:15:0410:15:0410:15Friday, March 24, 2023 ? 1不知香積寺，數(shù)里入云峰。 :15:0410:15:04March 24, 2023 ? 1意志堅強的人能把世界放在手中像泥塊一樣任意揉捏。 2023年 3月 24日星期五 上午 10時 15分 4秒 10:15: ? 1楚塞三湘接，荊門九派通。 。 2023年 3月 上午 10時 15分 :15March 24, 2023 ? 1少年十五二十時，步行奪得胡馬騎。 2023年 3月 24日星期五 10時 15分 4秒 10:15:0424 March 2023 ? 1空山新雨后，天氣晚來秋。 上午 10時 15分 4秒 上午 10時 15分 10:15: ? 楊柳散和風(fēng)，青山澹吾慮。 , March 24, 2023 ? 閱讀一切好書如同和過去最杰出的人談話。 10:15:0410:15:0410:153/24/2023 10:15:04 AM ? 1越是沒有本領(lǐng)的就越加自命不凡。 :15:0410:15Mar2324Mar23 ? 1越是無能的人，越喜歡挑剔別人的錯兒。 10:15:0410:15:0410:15Friday, March 24, 2023 ? 1知人者智，自知者明。勝人者有力，自勝者強。 :15:0410:15:04March 24, 2023 ? 1意志堅強的人能把世界放在手中像泥塊一樣任意揉捏。 2023年 3月 24日星期五 上午 10時 15分 4秒 10:15: ? 1最具挑戰(zhàn)性的挑戰(zhàn)莫過于提升自我。 2023年 3月 上午 10時 15分 :15March 24, 2023 ? 1業(yè)余生活要有意義，不要越軌。 2023年 3月 24日星期五 10時 15分 4秒 10:15:0424 March 2023 ? 1一個人即使已登上頂峰，也仍要自強不息。 上午 10時 15分 4秒 上午 10時 15分 10:15: MOMODA POWERPOINT Lorem ipsum dolor sit amet, consectetur adipiscing elit. Fusce id urna blandit, eleifend nulla ac, fringilla purus. Nulla iaculis tempor felis ut cursus. 感謝您的下載觀看 專家告訴