微波产品情况朱勤程序.ppt

京信微波产品情况 京信微波产品 组织架构 产品架构 微波产品概述 WLAN产品 京信微波产品 京信微波销售交流 7要点 识别痛点 痛点: 阻止用户实现其商业目标的任何事情 阻止用户实现其商业活动的任何事情 痛点的不同形式: 不能达成某一任务 （高铁GRRU、光纤无法到位） 达成这个任务的效率很低 结合我们的优势将用户的痛点最大化 一旦你提供了痛点 你就创造了用户的需求 体现了你的价值 定义痛点可以帮助我们： 制定销售策略 介绍或演示 建立评估标准 京信微波销售交流 7要点 谢 谢 What is pain? Pain is anything that prevents the customer from achieving a business objective or implementing a business initiative. The ability to diagnose pain requires a systematic approach to examine the customer and their process. One of the best ways to find pain is to discuss the Product Development Process. Rather than simply talking with the customer, ask them for a plant tour and tell them you would like to understand their Product development process. Take notes and repeat this exercise with multiple people to get their input on the process as they see it and reveal any problems and potential room for improvement. Do not attempt to propose solutions at this time. Simply inquire about the the current conditions, the people, the process and the technology by asking questions such as: How the department works?, what tools are used?, what deliverables are created?, and what bottlenecks or problems exist? As the customer hits on key areas of your solutions ask them “what if you could..” type of questions to get their reactions and identify potential metrics. Pain must be identified in order to define customer need and build customer value. Every part of MEDDIC requires the sales team to gain information about the customer. The act of identifying the pain is no different. In every conversation and demonstration you must be searching for the pain. The best way to discover pain is to ask questions. There are many forms of pain that can be identified. In it’s most basic form, pain may indicate a complete lack of ability or functionality to complete a task. The more common forms of pain indicate an inefficiency or “work around”. The key to finding pain is to probe for