【正文】 n at ur e Sal es Part 3: SS M a nd the Sign at ur e Sal es Lea dership Lea dership Part 4:Part 4: What39。s avail a ble to h elp me lear n a nd impl eme nt it? lear n a nd impl eme nt it? T he wo rl d is ch a n g in g a ro u n d u s . . .T he wo rl d is ch a n g in g a ro u n d u s . . .O ur C us t ome rsO ur C us t ome rsTh e b uyer p r o cess is c hang ing w ith li ne of busi ne ss ex ecu tiv e s playi ng an incre as ing r o le .Cus to me r s n o w e xpe ct more f r o m us and faste r than e v e r bef o r e.O ur C omp et i t orsO ur C omp et i t orsOur co m p etit o r s are r e o r ient ing the ms e lv es to g o af ter the e bus i ne ss ma r ket space .O ur I n du st ryO ur I n du st ryT he e bu si ne s s ex plo si o n is cha ngin g the s hap e o f bu s iness and info rm at io n tec h no lo g y.What will ou r sign at u r e be ?What will ou r sign at u r e be ?IIBMA m e r ica sYour B usine ss Uni tSign at ur e Se llin g M e t ho dP e r sona lSyst e m sE ME ASoftwa r eFin a ncingInd ustrie sAsia P a cificS e r v e rsBusin e ssP a rtn e r sSe rv icesT e chn ologyO u r ch a ll e n g es a r e n o s e cr et . . .O u r ch a ll e n g es a r e n o s e cr et . . .W e d o n 39。 t s p e a k t h e s am e l an g ua g e i n t e r n a ll yW e p u t t i m e , m o n e y a n d r e s o ur c e s i n t o u n q u al i f i e d o p p o rt u n i t i e sW e n e e d t o e s t a b li s h s o m e e n e e d t o e s t a b li s h s o m e c o m m o n c o m m o n g o a lsg o a ls C r e at e c us t o m e r v al ue i n e v e ry i n t e r ac t i o nB ui l d a n d l e v e ra g e t h e s y n e r gy o f T e am I B MI m p ro v e o ur w i n ra t e a n d s h o rt e n t h e l e n g t h o f th e s e ll i n g c y c l eCom m on L a ng uag e Sal e s A i dsT ra in in gSS M a s a m e t hod is a prove n a pp roach su pp ort e d SS M a s a m e t hod is a prove n a pp roach su pp ort e d by c omm on l angu age, t ools an d t rainingby c omm on l angu age, t ools an d t rainingSo l e t 39。s ge t st ar t e d w it h. . . t he S SM J ou rn e yT h e S p i ri t a nd E s s e nc e of SS MH o w SS M w as D e v e lo p e dT h e S SM St e p s S al e s A i d s t o B ri n g SS M A li v eI B M 39。I n it ia t iv e sR e co g n iz eN e e dE v al u at eO p t io n sS e l e ctS o l u t io nO p t io nI m p l e m e n tS o l u t io n amp。 D e ci d eT y p ica l C u st o m e r Bu y in g P r o c e ssC u s t o m e rs t e n d t o b u y in p re d ic t a b l e w a y sC u s t o m e rs t e n d t o b u y in p re d ic t a b l e w a y sI f ou r c u s t o m ers c ou ld bu y IB M p roduc t s a n d I f ou r c u s t o m ers c ou ld bu y IB M p roduc t s a n d s e rv ic es from s e rv ic es from a n y on e ,a n y on e , w ou ld t he y c hoos e w ou ld t he y c hoos e u s ?u s ?Un d er sta n d m y b usi n ess a n d I T e n vi r on m en tDevelop plan s li n k e d to m y bus i n e s s i n i ti a ti vesWo r k wi th m e to e s ta b lis h m y b uyi n g v i si onA rt i c ula te c a pa b i lit i es c lea r lyDevelop th e solut i on wi th m eHelp t o r eso lv e m y c o n cer n s a n d d eci d eMo n i t o r th e s o luti on a n d e n sur e m y e x p e c ta ti on s a r e m etWho will a dd value b e yond ju st th e pr o duc ts and services they sell?I BMOthersE v a l u a t eB u s i ne s sE n v i r o n me n tD e v e l o p B u s i n e s s S t r a t e g y amp。E v a l u a t eSu cc e s sRe s o l v eC on ce r n samp。 IT E n v i ro n me n tD e v e lo p Pla n s Li n ke d to C us to me r B u s Ini ti ati v e sE s ta bli s h B uy in g V i s io n w it h C u s to me rA r ti cu la t e IB M C a p a b ili tie s amp。 E n s ur e E x p e cta ti o n s ar e Me tC lo s e t he Sa leS ig n a t u r e S e ll in g M e t h o dS S M h el ps y o u c r ea te v a lue b y b r i d g i ng f r o m th e S S M h el ps y o u c r ea te v a lue b y b r i d g i ng f r o m th e b uy i n g to th e s ell i n g s te ps b uy i n g to th e s ell i n g s te ps Sa l e s Aid s forSa l e s Aid s forcustome r inte ra ctions custome r inte ra ctions ca l l p l a nn in gca l l p l a nn in g se l l in g stra te g iesse l l in g stra te g iesm a na gin g pr ogr e ssm a na gin g pr ogr e ssP roven an d effecti ve sa les aids w ill bring S SM alive P roven an d effecti ve sa les aids w ill bring S SM alive f or y ou and you r c u s tomersf or y ou and you r c u s tomersW ith SS M, yo ur custo mer s w il l ch o o s e W ith SS M, yo ur custo mer s w il l ch o o s e youyou a nd a nd Tea mI BM beca use y o u w ill ...Tea mI BM beca use y o u w ill ...Diff e r e n tiate yo u r self an d yo u r team in the w ays yo u create custo mer v alu eEnga ge TeamIBM e ffectively to r ally ar ou n d the c u sto mer39。 s t a k e a c lo s e r l o o k a t w h a t S S M re a l ly isLe t 39。 v e l e ar ne d to e x e c u te mor e e ffe c ti v e ly n e x t t ime ?Th e a b ility t o a dd v a lu e a t every s t e p is Th e a b ility t o a dd v a lu e a t every s t e p is fun da m en t a lfun da m en t a lEv a l uate Bus i n es sEn vi r o nm entDevelo p B us i ness Strat egy amp。Ev al uateSu cc es sRes o l v eCo ncernsamp。 IT E nvi r o nme ntD e ve l o p Pl a ns L ink ed t o Cus t o m er B us In it iat ive sE st abl is h Bu ying Visio n wit h Cu st o m erAr t icul at e IB M Ca pa bilit ies amp。 E n su r e E x pe ct a t ions are M e tW e gauge the p ro gress o f our opportuniti es from W e gauge the p ro gress o f our opportuniti es from the c ustom er39。s point of view...