销售密笈的.pptVIP

Farming Algorithm 耕作规则 (短、长期项目的平衡） Quota/月 销售周期 C类用户收口的比率 完成目标Quota所需C类项目的数量（＃和＄） 要求新访问用户的最小数 确定 耕作规则Farming值 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd. 开放式提问 控制式提问 确认式提问 诊断原因 探索影响面 设想解决问题方案 形成用户解决 问题的观点 Tell me about it, what is causing you to have this (repeat pain)? 1 Is it because？ 2 So, the reasons for your (repeat pain) are…? 3 Besides yourself, who else is impacted by this pain, and how are they impacted? Is this pain also causing…? If so, wouldn’t (title)be concerned? From what I just heard (repeat the who and how),this isn’t just your problem? What is it going to take for you to solve this (repeat pain)? Could I try a few ideas on you? What if there were a way for you…? Would that help? What if you were also able to …? From what I just heard,if you had the ability to…(repeat capabilities),could YOU solve (repeat pain) Pain How does this affect you as…? How do you get the news? Who is looking to you to fix this problem? Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd. 发掘渴望式的谈话 发掘渴望的提问 针对用户Pain举出或设想实例，问用户是如何解决的？ 如果遇到这类问题打算如何解决？令他渴望解决而又没 有解决方案，承认存在问题。 引向卖方能力的提问 问用户如果有可以解决问题的方法，怎么样？ 推出卖方能力 推出你的设想和解决方案 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd. 批准购买的各种形式 决策：厂长、所长、总经理、总师…... 行政计划：科技处、技改办、引进办…... 选型负责人：研究室主任、计算、信息中心主任…… 选型小组(使用者）：研究室、计算中心技术人员…… 合同商务：物资处、设备处、委托公司…… 执行：财务 顾问：专家、学者 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd. 开放式提问 控制式提问 确认式提问 诊断原因 探索影响面 设想解决问题方案 销售员 销售员 销售员 销售员 销售员 销售员 专家 专家 专家 销售员应对所有BOX负责 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd. 编织用户痛苦链 第一把手职责： 痛苦： 原因： 项目负责职责： 痛苦： 原因： 设计人员职责： 痛苦： 原因： Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pt