【正文】 How are your partner’s implementation services structured? ? What specific implementation services can be applied to your joint business? ? What services are available to support the implementation on a longterm basis? ? How do your pany’s offerings plement those of your business partners? Page Systems, Inc. All rights reserved. * Page Partner Assessment Worksheet Is there an opportunity? (15) ? Understanding the customer’s application or project ? Providing a perspective on the customer’s financial condition ? Understanding the customer’s budgeting process ? Creating or uncovering a pelling event Can we pete? (610) Can we win? (1115) Is it worth winning? (1620) ? Knowledge of the customer’s formal decision criteria ? Providing solutions that lead to whole products or plete solutions ? Unique sales resources ? Existing relationships with key players ? Unique business value beyond yours ? Access and credibility at the executive level ? Understanding of the customer’s culture ? Knowledge of the customer’s informal decision process ? Access to the most influential people in the customer’s anization ? Understanding the linkage of the project to future revenue ? Reducing the risks associated with the project’s implementation ? Developing a solution that provides significant strategic value Examples Your Opportunity How can your business partner help you with… Page Systems, Inc. All rights reserved. * Page Team Activity: Analyze Your Business Partners Step 1 ? Review the examples shown next to each of the four key questions Step 2 ? Identify the specific areas where your business partner can help advance your team opportunity ? Cite the specific criteria (., 5, 10, etc.) Step 3 ? Be prepared to discuss FINISH BY: Integrate business partners into the Opportunity Assessment process. Use the worksheet on the previous page. Page Purpose 169。Wele to Target Account Selling174。 2023年 3月 24日星期五 Page Program Objectives Developing and testing a prehensive plan for your sales opportunity Enabling you to municate more effectively with your team Shifting your sales focus from tactical to strategic Help you win by... Focusing on the right issues with the right people at the right time Systems, Inc. All rights reserved. * Page Program Map Opportunity Assessment Strategy Politics Alignment Planning Testing Implementation Program Modules Assess the Opportunity Set the Competitive Strategy Identify the Key Players Define the Relationship Strategy Turn Ideas Into Actions Test and Improve the Plan Implement the Process Target Account Selling Process 1 2 3 4 5 6 7 Systems, Inc. All rights reserved. * Page Versatility Level 1 Level 2 Level 3 Focus Orientation Repertoire Finance Relationships Event Product/Service Technology Price Operations Process Business Services Cost Management Oute Political Solution Value Executive Systems, Inc. All rights reserved. * Page Development Status Mode Politics Resources Performance Considered Reactive Aware Premature or Excessive Inconsistent Level 1 Level 2 Level 3 Preferred Responsive Agile Timely Judicious Consistently Achieves Dominant Proactive Astute High ROI Reliably Exceeds Systems, Inc. All rights reserved. * Page Not in Control Sales Personal Control is providing business value for the customer while forcing the petition to operate in react mode. It is difficult to control external events unless you are in control. ? Unreturned phone calls ? No access to information ? Criteria slanted ? Criteria constantly changes ? Delays ? Budget goes away ? Questioning by customers probing your weaknesses ? Players change ? Meetings cancelled ? Meetings delegated ? Preoccupied with price ? No inside support ?Not knowing you’re winning ? Always 5 minutes late ? Too many hours ? Too much telephone time ? Continual crisis ? Not having fun Systems, Inc. All rights reserved. * Page Purpose ? Provide you with a structured, repeatable methodology for analyzing a sales opportunity Benefits ? Qualify opportunities faster and more effectively by analyzing them from the most critical customer, business and petitive perspectives ? Invest time, energy and resources on the opportunities you are most likely to win ? Communicate the key issues more effectively using a mon language Output ? Comprehensive assessment of your current sales opportunity Opportunity Assessment Assess the Opportunity Set the Competitive Strategy Identify the Key Players Define the Relationship Strategy Turn Ideas Into Actions Test and Improve the Plan Implement the Process 1 2 3 4 5 6 7 age Systems, Inc. All rights reserved. * Page Introduction + A B C – age 2.Current: good win rate Potential ? Z = 1 ? Z = 0 ? A – C Compromised ? X Y Lost ? Z = 1 X Y Z Systems, Inc. All rights reserved. * Page Four Key Questions The 4 Principles of Selling ? Is there an opportunity? ? Can we pete? ? Can we win? ? Is it worth winning? age Systems, Inc. All rights reserved. * Page Is There An Opportunity? age 2.1 Customer’s Application or Project ? What are the customer’s requirements? ? What are the customer’s key issues and objectives for the project? ? Who initiated the project? Who’ll be working on the project? ? How does this project fit into the customer’s business strategy? 2 Customer’s Business Profile 3 Customer’s Financial Condition 4 Access to Funds ? What are the customer’s products and services? ? What are their key markets? ? Who are their key custo