【正文】 ee members Installed Base Evaluation by GMS Architecture Review by Commercial Engineering Share IBE results and Commercial Engineering Proof of Concept Implementation Plan developed with Maintenance Managers Facilitate Cost vs. Benefit Analysis Provide contracts for legal review Define Success Metrics Gain legal approval of contracts Conduct PreDecision Review Deliver proposal Begin Implementation First Quarter Success Metrics Review √ √ 24 CustomerCentric Selling174。 24 Feb 2023 CustomerCentric Systems, LLC All rights reserved – Rockwell Automation Confidential Why Value? “ A project is 60% more likely to be approved with a cost justification and business case.” “ More than 82% of IT decisions now require a Cost versus Benefit analysis.” “ Only those Solutions that clearly demonstrate a Cost versus Benefit are being considered.” Information Week Gartner The Industry Standard “ Return on investment is king, and projects with a quick and clear Cost versus Benefit are much more likely to get funding in today?s uncertain business climate.” IDC 23 CustomerCentric Selling174。 24 Feb 2023 CustomerCentric Systems, LLC All rights reserved – Rockwell Automation Confidential 建立商業(yè)價值 CCS 技巧 模塊 5 131 22CustomerCentric Selling174。 24 Feb 2023 CustomerCentric Systems, LLC All rights reserved – Rockwell Automation Confidential 技術(shù)實踐 5 標(biāo)簽組 (執(zhí)行 ) 翻到第 ______ 頁角色表演部分 途徑階段 / 漏斗里程碑 目標(biāo)分享 G 倡導(dǎo)者 C 評估 E 語言 /建議 V/P 贏、輸 W/L 積極的 A 銷售步驟 發(fā)現(xiàn)性會議：確認(rèn)業(yè)務(wù)目標(biāo) 認(rèn)定采購權(quán)力人物 ?] 驗證步驟 ? 關(guān)鍵人物會議： 解決方案開發(fā) $ % 認(rèn)定機會 (事件順序的談判 ) 執(zhí)行和管理 SOE 步驟 潛在主顧和業(yè)務(wù)發(fā)展 執(zhí)行和終結(jié) 情況發(fā)展： 診斷目前情況，開發(fā)解決方案 $ % 21 CustomerCentric Selling174。 24 Feb 2023 CustomerCentric Systems, LLC All rights reserved – Rockwell Automation Confidential Establishing Business Value CCS Skill MODULE 5 20 CustomerCentric Selling174。 24 Feb 2023 CustomerCentric Systems, LLC All rights reserved – Rockwell Automation Confidential Skill Practice 5 Tag Team (Implementation) GO TO PAGE ______ IN THE ROLEPLAY SECTION Pipeline Stages / Funnel Milestones Goal shared G Champion C Evaluating E Verbal / Proposal V/P Win/Loss W/L Active A Selling Steps Discovery Meeting: Identify Business Goal Qualify Buying Influence [Champion?] Proof Step? Key Player Meetings: Solution Development $ % Qualify Opportunity (Negotiate Sequence of Events) Execute Manage SOE Steps Prospecting and Business Development Negotiation and Close Solution Development: Diagnose Current Situation Develop Solutions $ % 19 CustomerCentric Selling174。 24 Feb 2023 CustomerCentric Systems, LLC All rights reserved – Rockwell Automation Confidential 解決方案開發(fā) 激勵者 ? 目前的 情況 問題 能力 問題 職務(wù)： 維修經(jīng)理 目標(biāo)： 當(dāng) 維護現(xiàn)有的工廠功能時 ,執(zhí)行自動化系統(tǒng) What specific 支援 能力是你looking for? How would 自動化 解決方案 s be 落實 ed? 概括 : 確認(rèn) 解決方案 : 專家 銷售員 專家 銷售員 銷售員 銷售員 定架構(gòu) 診斷 確認(rèn) 130 18CustomerCentric Selling174。 24 Feb 2023 CustomerCentric Systems, LLC All rights reserved – Rockwell Automation Confidential 輕松話題 /訪問介紹 訪問 目標(biāo) , 背景 , 目前進展 對話路線圖 2 銷售員 發(fā)起的訪問 * 目標(biāo)識別 “你希望完成什么 ?” 目標(biāo)菜單 /成功 經(jīng)歷 解決方案開發(fā) 目前的 情況 /能力及測量手段 結(jié)束訪問 “你希望下步如何追蹤 ?” *你何時想要跟他們談 (由情景專家特別處理 ) 129 17CustomerCentric Selling174。 24 Feb 2023 CustomerCentric Systems, LLC All rights reserved – Rockwell Automation Confidential Solution Development Prompter? Current Situation Questions Capability Questions Title: Maintenance Manager Goal: Implement automation system while maintaining existing plant functions What specific support capabilities are you looking for? How would automation Solutions be implemented? Recap: Confirm Solution: Expert Seller Expert Seller Seller Seller Frame Diagnose Confirm 16 CustomerCentric Selling174。 24 Feb 2023 CustomerCentric Systems, LLC All rights reserved – Rockwell Automation Confidential Rapport/Call Introduction Call Objective, Background, Progress To Date Goal Identification “What are you hoping to acplish?” Menu of Goals and/or Success Story, if necessary Solution Development Current Situation/Capabilities with measurement Close The Call “How would you like me to follow up?” *When you want to talk to them. (Typically handled by the Situational Expert) Conversational Road Map 2 Seller Originated Call* 15 CustomerCentric Selling174。 Harry Bradley 銷售循環(huán) 控制 信函 () – 執(zhí)行計劃草稿 128 14CustomerCentric Selling174。 請查閱我的第一次的基于我們討論的執(zhí)行計劃草案 。 因為羅克韋爾設(shè)計的系統(tǒng) 能 在單一處理器下做 PLC, 傳動和驅(qū)動 控制。 當(dāng)機器被組裝時 ,程序員能夠編寫程序 。 你 提到的疑慮是當(dāng)事情發(fā)生時 如何 處理 支援問題 ? 最后 ,你缺少時間和必須的資源來培訓(xùn) 用戶和維修 人員 操作新的 控制系統(tǒng)。 并且最終可能導(dǎo)致 生產(chǎn) 的 重大損失 。 我們討論了執(zhí)行控制翻新的細(xì)節(jié) 和 雙方如何 能 共同工作以在預(yù)算之內(nèi)達到執(zhí)行最終期限 。 這封信函的目的是總結(jié)我的關(guān)于本次會議的理解和羅克韋爾專業(yè)服務(wù)提案。 24 Feb 2023 CustomerCentric Systems, LLC All rights reserved – Rockwell Automation Confidential To: From: Cc: 。 24 Feb 2023 CustomerCentric Systems, LLC All rights reserved – Rockwell Automation Confidential 實驗室 : 執(zhí)行疑慮和能力總結(jié) 步驟 1: 分成個案小組 步驟 2: 定位執(zhí)行者和目標(biāo) 步驟 3: 認(rèn)定 3個執(zhí)行疑慮 步驟 4: 在 “EPA”格式中開發(fā) 3種對應(yīng)的能力 13 CustomerCentric Selling174。 Subj: Follow up to our conversation / Attachment: Dear Marty, Thank you for your participation in discussing the implementation of automation capabilities at Eastman Chemical. The purpose of this letter is to summarize my understanding of our meeting and propose Rockwell Professional Services. Current Situation You expressed concern about meeting the implementation schedule as determined by Eastman senior executives. We discussed the details of the implementation and how we can mutually work together to meet the implementation dead