销售培训-1天课程.ppt

FastForward Confidential “当你发现超级销售人员在做的工作时,他们都在做同样这些细小的事情,这是很不可思议但确实是真的!” Agenda 9:30 – 10:50am 三部销售法 11:10 – 12:30pm 确认 锁定销售机会 2:00 – 3:20pm 产生需求 3:40 – 5:00pm 战略销售 Marketing – Trying to craft a specific message that reaches a broad audience Selling – Trying to persuade an individual person, company, partner, etc. to take specific action on a specific proposal There is no key to selling – it is a combination lock Background Application Deployment Companies continue to expand their use of the Internet to deploy their information Streaming services, internal/proprietary applications, wireless, customer service, e-commerce, etc. Complexity of applications continues to grow Expectations Service-levels demands continue to grow Applications must be fast and always available Applications must be delivered securely Measurable Return on Investment Increasing revenue opportunities Significant cost saving opportunities Protection of on-line image and brand Decision Criteria Make a thorough list of all possible criteria Suggest things that you know are important What else might be important? What else? Help me understand what you mean by these What does high-availability mean to you? Easy to manage, what do you mean by that? Prioritize Can you help me rank these criteria in importance? Decision Criteria Expanding, Specifying and Prioritizing enables: The customer to create a more ideal solution for his company You to eliminate objections and competition before they arise High Level Message Deliver content and applications according to your business priorities, no matter the circumstances High Level Message High Level Message Summary If you hear any of the following terms… What does the Organization Chart usually look like? Who should we call upon? When should we call upon particular groups? What are the F5 motivators for the Network group? What in the F5 message might turn someone off? What are their biases? What are the F5 motivators for the Systems group? W