《客户互动销售培训》.ppt

GP15.Profits and risk 风险和收益 ●What is the projected profit on this sales opportunity ? 这次机会的利润如何？ ●How can we improve the profit on this opportunity? 我们如何利用它来提高收益？ ●What could cause our solution to fail ? 什么会导致我们的方案失败？ ●What are the critical dependences indelivering value to the customer? 我们对客户提供价值的关键依据是什么？ ●What is the payment term? 付款方式是怎么样的？ ●What is the impact on our business if the solution fair? 如何方案失败会对业务有什么影响？ GP 16.Strategic value 战略价值 ●What is the value of this opportunity to us beyond the Rev.? 除了项目收入以外，这个机会对我们的价值？ ● How does this opportunity fit in our business plan? 如何使这个机会满足我们的业务计划？ ● How can we leverage this opportunity into Rev.from other marker’s opportunity ? 和其他项目相比，如何利用这个机会提高我们的收益？ ● How will the opportunity help us improve our solution or service ? 如何利用这个机会帮助我们推进产品和服务？ Section 6In Summary 第六章 总结 Value of Not Planning “the nicest thing about not planning is that failure comes as a complete surprise and is not preceded by a period of worry and depression” “不做计划的最大好处在于，当失败来临的时 候， 你的惊讶程度和你的担忧和沮丧程度差不了多少。” John pneston Two Principles of consultative selling: 1 .Customers make emotional decision based on logical reasons! 2 .Planning first,selling next! Summary  综述 ● Selling is a profession——its success depends on the integration of well-orchestrated selling activities built on a well-proven opportuntiy planning methodology 销售的成功需要一套合理的规划方法和一系列精心策划的销售活动 ● There are reciprocating and definable key activities in an aligned buyer/seller cycle 在采购和销售流程中，有着重复、确定的关键活动 ● As an Account Sales ,your role in maintaining a healthy pipeline,includes creating and winning opportunities 客户销售需要保持良好的销售进程，创造并赢得销售机会 ● You are therefore ,the ultimate team leader of target opportuntiy and as such you’re to build long term account relatio