【正文】 2023年 2月 1日星期三 1時(shí) 18分 26秒 13:18:261 February 2023 ? 1一個(gè)人即使已登上頂峰，也仍要自強(qiáng)不息。勝人者有力，自勝者強(qiáng)。 , February 1, 2023 ? 閱讀一切好書(shū)如同和過(guò)去最杰出的人談話。 。 :18:2613:18Feb231Feb23 ? 1世間成事，不求其絕對(duì)圓滿，留一份不足，可得無(wú)限完美。 2023年 2月 1日星期三 1時(shí) 18分 26秒 13:18:261 February 2023 ? 1做前，能夠環(huán)視四周；做時(shí)，你只能或者最好沿著以腳為起點(diǎn)的射線向前。 :18:2613:18:26February 1, 2023 ? 1他鄉(xiāng)生白發(fā)，舊國(guó)見(jiàn)青山。 , February 1, 2023 ? 雨中黃葉樹(shù)，燈下白頭人。 研討會(huì)潛在客戶概況 Eastman Chemical: Voridian 項(xiàng)目 7 Lab: Case Study Prospect Profile Step 1: Break into Case Study Groups Step 2: Identify Case Study Prospect Step 3: Begin prospect profile (name, size, location, business…) Step 4: Current Situation / Issues Title Goal What potential conversations will Rockwell Automation salespeople need to have to sell, fund and implement capabilities? Goals must be measurable, staffed, have a plan to acplish the goal and clear milestones to indicate progress is occurring as planned.” Improving time to Profit: Customer Focused Strategies for Marketing and Sales (2023) Kobi James Increase profitability Improve operational efficiency Reduce operating costs Increase production efficiency Reduce cost of manufacturing Reduce downtime Reduce unscheduled downtime Decrease recovery time Sample Targeted Conversation List VP Finance VP Operations VP Production Plant Manager Maintenance Manager 研究室 : 個(gè)案潛在客戶概況 第 1步 : 分成案例研究小組 第 2步 : 確定潛在客戶前景 第 3步 : 開(kāi)始描述潛在客戶概況 (名字、規(guī)模、地點(diǎn)、業(yè)務(wù) …) 第 4步 : 目前狀況 /問(wèn)題 職務(wù) 目標(biāo) 羅克韋爾自動(dòng)化銷售人員需要進(jìn)行怎樣的 潛在對(duì)話 以銷售、積累和執(zhí)行能力？ “目標(biāo)必須是可度量的、配備人員，有完成目標(biāo)的計(jì)劃和清晰的里程碑以指示進(jìn)程正在按計(jì)劃進(jìn)行。 他們?cè)诒O(jiān)控 生產(chǎn)系統(tǒng)方面 遇到了 困難 ， 影響了他們的生產(chǎn)程序 ,尤其在 以降低運(yùn)營(yíng)成本來(lái)增加利潤(rùn)能力方面 。 他們的短期目標(biāo)是 提高 他們生產(chǎn)運(yùn)營(yíng)的 生產(chǎn)效率 。原先以軟飲料工業(yè)的 alternative包裝為主，現(xiàn)在則為啤酒、飲用水、牛奶、碳酸軟飲料和其他飲品、食品、化妝品和藥品等提供廣泛的包裝解決方案?！? 管理層問(wèn)題 Of All the Proposals You Did in the Last 12 Months…? 1Warren Culpepper, The Culpepper Report Selling to pragmatists will be easier if you can help them understand WHY they need and HOW they will use your offering The early market BUYS The mainstream market needs to be SOLD Selling to the Pragmatist 在你前 12個(gè)月所做的所有提案中 …? 19 如果你能幫助實(shí)用主義者理解他們 為什么 需要以及他們 怎樣 使用你提供的產(chǎn)品，則這樣的銷售會(huì)比較容易 早期市場(chǎng)的買入 主流市場(chǎng)需要 賣出 銷售給實(shí)用主義者 20 Selling Behavior ? Make presentations ? Offer opinions ? Relationship focused ? Gravitate toward users ? Rely on product ? Compete to keep busy ? Attempt to sell by: – Convincing/persuading – Handling objections – Overing resistance ? Converse situationally ? Ask relevant questions ? Solution focused ? Target business people ? Relate product usage ? Compete to win ? Empower buyers to: – Achieve goals – Solve problems – Satisfy needs Traditional CustomerCentric* * Provides artificial intelligence and requires patience. Without process, they don’ t do it on purpose! Who puts the puzzle pieces together? How? Product Usage Knowledge Market Knowledge CustomerCentric Selling174?！? “我的大部分銷售代表不知道何時(shí)或不能夠逃避糟糕的機(jī)會(huì)?！? “我們有太多的資源，每個(gè)人都有他們自己的安排且我們相互牽制。? 議程 : 第四天 上午 8:00 回顧第三天的內(nèi)容 執(zhí)行 CustomerCentric Selling 開(kāi)始 – 銷售經(jīng)理 開(kāi)始 – 銷售人員 開(kāi)始小組演講 延長(zhǎng) : 宣布獲獎(jiǎng) 下午 12:30PM 研討會(huì)結(jié)束 ? 是一種新的取向， 幫助我們的潛在主顧以達(dá)到一個(gè)目標(biāo)、解決一個(gè)問(wèn)題，或滿足一種需求 ? 是一系列 清楚定義的步驟 ，或最佳實(shí)踐，帶有從興趣到客戶成功的期望 ? 是一種在行為上正確的技術(shù)，幫助我們的潛在主顧發(fā)現(xiàn) 針對(duì)你的產(chǎn)品或服務(wù)的解決方案 ， ? 是一種典范，用于開(kāi)發(fā)針對(duì)工作頭銜和市場(chǎng)的 銷售 Ready Messaging工具 ，使銷售人員與潛在的客戶 就使用其產(chǎn)品和服務(wù)以達(dá)到他們的目標(biāo)、解決一個(gè)問(wèn)題或滿足一種需求 而展開(kāi) 睿智的對(duì)話 ? 是一種合成的客戶資格認(rèn)證模型，目的在于 盡早訪問(wèn)關(guān)鍵人物、控制委員會(huì)的決策、控制提案進(jìn)程和控制銷售周期 ，而不致于過(guò)度控制客戶 ? 是一種框架，確保 設(shè)立并達(dá)到客戶的期望值 ? 是一套 分析工具，幫助管理層（和銷售人員） 決定產(chǎn)品供應(yīng)線的質(zhì)量和優(yōu)勢(shì)、分配潛在主顧的行動(dòng)、評(píng)估銷售人員的技能水平、提供機(jī)會(huì)指導(dǎo)，和在機(jī)會(huì)水平上預(yù)測(cè)未來(lái)業(yè)務(wù) 為什么 CustomerCentric Selling? ? RACS Business Objectives ? Help panies provide quality products faster and at a lower cost –Optimize Manufacturing –Improve Plant Uptime –Reduce Time to Market –Drive Regulatory Compliance ? Execute CustomerCentric dialogue in order to transfer knowledge necessary to help customers measurably achieve their business objective ? Offer a prehensive set of Solutions Existing New Existing New Customers Z1 Z3 Z2 Z4 The Z Model When Do I Use This Process? = somewhat applicable = true target demographic RACS 業(yè)務(wù)目標(biāo) ? 幫助公司更快提供更低成本的高品質(zhì)產(chǎn)品 –優(yōu)化生產(chǎn)過(guò)程 –提高工廠的工作時(shí)間 –減少進(jìn)入市場(chǎng)的時(shí)間 –推動(dòng)規(guī)章的執(zhí)行 ? 實(shí)行圍繞客戶對(duì)話以便傳遞必要的知識(shí)，幫助客戶可衡量地達(dá)到他們業(yè)務(wù)上的目標(biāo) ? 提供一套綜合性的解決方案 現(xiàn)有的 新的 現(xiàn)有的 新的 客戶 Z1 Z3 Z2 Z4 Z 模型 我何時(shí)采用這套程序 ? = 某種程度上適用 = 真實(shí)目標(biāo)人群統(tǒng)計(jì)的 1. You get delegated to people you talk like 2. People are best convinced by reasons they themselves discover 3. No goal = No prospect. The only person who can call it a Solution is the prospect! 4. You can only “sell” to someone who can “buy” 5. Take the time to diagnose before you offer a prescription 6. Emotional decisions are justified by value and logic 7. Make yourself equal THEN make yourself different…Otherwise you are just different 8. Bad news EARLY is GOOD news 9. Don’t give without getting (Quid Pro Quo) 10. Don’t “close” before the prospect is ready to buy CCS Core Concepts Evaluating (50%) E Champion (20%) C Goal shared (10%) G Active (0%) A Rockwell Automation Sales Process Map Pipeline Stages/Funnel Milestones Sales Ready Messaging Tools (internal) Call Intro Prompter Menu of Goals/ Success Story Phone Scripts Prospecting Prompter Solution Development Prompter? Call Intro Prompter Solution Development Prompter? Opportunity Qualification Template