用友_售前顾问培养训练.ppt

售前顾问的理解及定义 Solution selling 的要点 用友大项目的销售流程 售前顾问的理解及定义 售前顾问 1、是销售团队的一个重要部分。 2、是销售的技术支持人员。 3、是产品知识与客户要求的结合者。 4、是战胜竞争对手的用友产品与服务的强项的展示者。 5、是方案可实施保障的第一站。 6、是用户对用友销售团队所提供解决方案的第一位信任人。 售前顾问所需的知识 产品知识：产品整体架构、业务流程、模块功能、目标客户、优势、DEMO演示 销售知识：大项目销售流程、销售漏斗阶段、不同购买人员的沟通技巧 行业知识：行业应用需求及分析，行业发展趋势，行业前几位排名厂家（国内外） 解决方案能力：需求调研及业务分析，解决方案制作及工具，解决方案的制作。 售前中心运做机制 销售资源申请流程 COMPONENTS ? · A new approach to generating prospects and new business. · A behavior-correct technique for developing buyer needs, specific to your product or service. ? · An integrated buyer-qualification model which targets access to power, committee decisions, and the negotiation of the sell cycle. ? ·A prototype for developing sales tools, specific to your products and markets, which enables sales people to succeed immediately while they gain the expertise they will need long-term. ? · A set of tools which enables management to manage pipeline, assign prospecting activity, control the cost of sales, and predict future business more accarately. DIAGNOSTIC AND POWER BASE SELLING ? ? · Both are sales models which integrate with and expand UFsoft Sales Training ? · Diagnostic selling helps in the area of needs processing and decision management ? · Power Base Selling helps establish a political influence strategy and a competitive sales strategy ? 诚信销售 HONORABLE SELLING ? 卖方必须： ?·相信自己提供了价值 ·愿意以实相告 ·持双赢态度* ·以买方需求为重，而非卖方需求 ·全神贯注地倾听 ·帮助买方解决问题，而不只是推介产品 ·在买方需求有进一步增加时才推出自己的产品或服务 ·与买方一同讨论而非仅仅向买方介绍 ·解决难题，而非“战胜”反对意见 ·仅在必要的时候结束磋商，不要施加压力 ·避免使用带销售倾向的语言，