【正文】 se: Oct 02For the latest, go to Computer Services Industry, IBMSelling Skill Training 169。 2023 IBM CorporationOptional slide number: 10pt Arial Bold, whiteIndications in green = Live content Indications in white = Edit in masterIndications in blue = Locked elementsIndications in black = Optional elements階段 2 － 發(fā)現機會 團隊： 通過客戶關系的互動，發(fā)現銷售機會通過客戶關系的互動，發(fā)現銷售機會當客戶 : 精練客戶的業(yè)務策略和市場計劃客戶關系負責人領導如客戶關系負責人領導如下行動：下行動：? 主動溝通了解客戶需求；? 充分了解客戶采購的愿望和動力所在；? 建立銷售機會計劃或選擇離開 .當達到如下結果，團隊在此階段成功 : 客戶表現出與合作的濃厚興趣客戶表現出與合作的濃厚興趣可確認的結果 :? 成功的與客戶進行了有建設性的會談；? 建立了銷售機會的計劃；? 客戶認可對于客戶采購愿望和動力所在的理解；? 發(fā)現并有機會找到客戶內部的的堅定贊助者 ( )； 6? IBM logo must not be moved, added to, or altered inany way.? Background shouldnot be modified, except for quotes, which use gray background.? Title/subtitle/confidentiality line: 10pt Arial Regular, whiteMaximum length: 1 lineInformation 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, whiteSquare bullet color:green R223 | G255 | B102Remended maximum text length: 5 principal points? Group name:14pt Arial Regular, whiteMaximum length: 1 line? Copyright: 10pt ArialRegular, whiteTemplate release: Oct 02For the latest, go to Computer Services Industry, IBMSelling Skill Training 169。 2023 IBM CorporationOptional slide number: 10pt Arial Bold, whiteIndications in green = Live content Indications in white = Edit in masterIndications in blue = Locked elementsIndications in black = Optional elements階段 4 － 展現核心價值 團隊： 清晰展現的能力和價值，確認銷售機會清晰展現的能力和價值，確認銷售機會當客戶 : 評估機會客戶關系負責人領導如下客戶關系負責人領導如下行動：行動：? 審核并影響客戶的評估標準；? 向客戶的關鍵決策人和受益部門展現的初步解決方案和核心價值，并討論可能的付款方案；? 評估客戶決策人的顧慮和期望；? 評估參與此項目的風險；當達到如下結果，團隊在此階段成功 : 關鍵決策人和受益部門同意的初步解決方案關鍵決策人和受益部門同意的初步解決方案可確認的結果 : ? 以書面的形式遞交初步解決方案；? 堅持與堅定贊助者前進 或選擇離開； .? 客戶認可的解決方案可以把運行風險控制到最低水平；8? IBM logo must not be moved, added to, or altered inany way.? Background shouldnot be modified, except for quotes, which use gray background.? Title/subtitle/confidentiality line: 10pt Arial Regular, whiteMaximum length: 1 lineInformation 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, whiteSquare bullet color:green R223 | G255 | B102Remended maximum text length: 5 principal points? Group name:14pt Arial Regular, whiteMaximum length: 1 line? Copyright: 10pt ArialRegular, whiteTemplate release: Oct 02For the latest, go to Computer Services Industry, IBMSelling Skill Training 169。 2023 IBM CorporationOptional slide number: 10pt Arial Bold, whiteIndications in green = Live content Indications in white = Edit in masterIndications in blue = Locked elementsIndications in black = Optional elements階段 6 － 贏單 團隊： 贏單贏單當客戶 : 消除客戶顧慮，并做最終決定客戶關系負責人領導如下客戶關系負責人領導如下行動：行動：? 進行必要的解決方案細化和價值展現工作；? 消除阻止客戶最終決定的顧慮，并重新評估對于團隊的風險；? 在法律部的幫助下，完成所有合同條款的協(xié)商；? 準備合同，并獲得和客戶雙方的簽字；當達到如下結果，團隊在此階段成功 : 客戶與團隊簽訂合同客戶與團隊簽訂合同可確認的結果 : ? 簽訂合同? 確認實施團隊和實施計劃? 媒體宣傳10? IBM logo must not be moved, added to, or altered inany way.? Background shouldnot be modified, except for quotes, which use gray background.? Title/subtitle/confidentiality line: 10pt Arial Regular, whiteMaximum length: 1 lineInformation 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, whiteSquare bullet color:green R223 | G255 | B102Remended maximum text length: 5 principal points? Group name:14pt Arial Regular, whiteMaximum length: 1 line? Copyright: 10pt ArialRegular, whiteTemplate release: Oct 02For the latest, go to Computer Services Industry, IBMSelling Skill Training 169。 2023 IBM CorporationOptional slide number: 10pt Arial Bold, whiteIndications in green = Live content Indications in white = Edit in masterIndications in blue = Locked elementsIndications in black = Optional elements銷售方法論 – 回顧評估客戶業(yè)務環(huán)境了解客戶1研究客戶業(yè)務策略和市場計劃開發(fā)與客戶業(yè)務策略相關的市場計劃2認識客戶需求建立客戶采購的愿景3評估機會通過聯系 IBM的核心能力評估銷售機會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項目實施和結果評估監(jiān)控項目實施并控制客戶期望712? IBM logo must not be moved, added to, or altered inany way.? Background shouldnot be modified, except for quotes, which use gray background.? Title/subtitle/confidentiality line: 10pt Arial Regular, whiteMaximum length: 1 lineInformation 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, whiteSquare bullet color:green R223 | G255 | B102Remended maximum text length: 5 principal points? Group name:14pt Arial Regular, whiteMaximum length: 1 line? Copyright: 10pt ArialRegular, whiteTemplate release: Oct 02For the latest, go to Computer Services Industry, IBMSelling Skill Training 169。 2023 IBM CorporationOptional slide number: 10pt Arial Bold, whiteIndications in green = Live content Indications in white = Edit in masterIndications in blue = Locked elementsIndications in black = Optional elements政治銷售 – 客戶需求 ? 高回報率? 降低成本? 增加收入? 高生產率? 利潤? 市場份額? 市場擴展理性理性? 更大權利? 業(yè)績考核? 價值認可? 工作穩(wěn)定? 追求個人生活? 尋求改變? 解決問題? 職場提升感性感性業(yè)務需求 個人需求14? IBM logo must not be moved, added to, or altered inany way.? Background shouldnot be modified, except for quotes, which use gray background.? Title/subtitle/confidentiality line: 10pt Arial Regular, whiteMaximum length: 1 lineInformation separated by vertical strokes,with two s