【正文】 s ? 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。 2022 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 12 銷售方法論 – 回顧 評(píng)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(chǎng)計(jì)劃 開發(fā)與客戶業(yè)務(wù)策略相關(guān)的市場(chǎng)計(jì)劃 2 認(rèn)識(shí)客戶需求 建立客戶采購的愿景 3 評(píng)估機(jī)會(huì) 通過聯(lián)系 IBM的核心能力評(píng)估銷售機(jī)會(huì) 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(xiàng)目實(shí)施和結(jié)果評(píng)估 監(jiān)控項(xiàng)目實(shí)施并控制客戶期望 7 ? 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。 2022 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 10 階段 6 － 贏單 IBM 團(tuán)隊(duì)： 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)如下行動(dòng)： ? 進(jìn)行必要的解決方案細(xì)化和價(jià)值展現(xiàn)工作； ? 消除阻止客戶最終決定的顧慮，并重新評(píng)估對(duì)于 IBM團(tuán)隊(duì)的風(fēng)險(xiǎn)； ? 在 IBM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 IBM和客戶雙方的簽字； 當(dāng)達(dá)到如下結(jié)果， IBM團(tuán)隊(duì)在此階段成功 : 客戶與 IBM團(tuán)隊(duì)簽訂合同 可確認(rèn)的結(jié)果 : ? 簽訂合同 ? 確認(rèn)實(shí)施團(tuán)隊(duì)和實(shí)施計(jì)劃 ? 媒體宣傳 ? 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。 2022 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 8 階段 4 － 展現(xiàn)核心價(jià)值 IBM 團(tuán)隊(duì)： 清晰展現(xiàn) IBM的能力和價(jià)值，確認(rèn)銷售機(jī)會(huì) 當(dāng)客戶 : 評(píng)估機(jī)會(huì) 客戶關(guān)系負(fù)責(zé)人 領(lǐng)導(dǎo)如下行動(dòng)： ? 審核并影響客戶的評(píng)估標(biāo)準(zhǔn)； ? 向客戶的關(guān)鍵決策人和受益部門展現(xiàn) IBM的初步解決方案和核心價(jià)值，并討論可能的付款方案； ? 評(píng)估客戶決策人的顧慮和期望； ? 評(píng)估 IBM參與此項(xiàng)目的風(fēng)險(xiǎn)； 當(dāng)達(dá)到如下結(jié)果， IBM團(tuán)隊(duì)在此階段成功 : 關(guān)鍵決策人和受益部門同意 IBM的初步解決方案 可確認(rèn)的結(jié)果 : ? 以書面的形式遞交初步解決方案； ? 堅(jiān)持與堅(jiān)定贊助者前進(jìn) 或選擇離開； . ? 客戶認(rèn)可 IBM的解決方案可以把運(yùn)行風(fēng)險(xiǎn)控制到最低水平； ? 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。 2022 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 6 階段 2 － 發(fā)現(xiàn)機(jī)會(huì) IBM 團(tuán)隊(duì)： 通過客戶關(guān)系的互動(dòng)，發(fā)現(xiàn)銷售機(jī)會(huì) 當(dāng)客戶 : 精練客戶的業(yè)務(wù)策略和市場(chǎng)計(jì)劃 客戶關(guān)系負(fù)責(zé)人 領(lǐng)導(dǎo)如下行動(dòng)： ? 主動(dòng)溝通了解客戶需求； ? 充分了解客戶采購的愿望和動(dòng)力所在； ? 建立銷售機(jī)會(huì)計(jì)劃或選擇離開 . 當(dāng)達(dá)到如下結(jié)果， IBM團(tuán)隊(duì)在此階段成功 : 客戶表現(xiàn)出與 IBM合作的濃厚興趣 可確認(rèn)的結(jié)果 : ? 成功的與客戶進(jìn)行了有建設(shè)性的會(huì)談； ? 建立了銷售機(jī)會(huì)的計(jì)劃； ? 客戶認(rèn)可 IBM對(duì)于客戶采購愿望和動(dòng)力所在的理解； ? 發(fā)現(xiàn)并有機(jī)會(huì)找到客戶內(nèi)部的 IBM的堅(jiān)定贊助者 (Power Sponsor)； ? 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 T