微软解决方案销售培训ppt课件.pptVIP

Solution Sales Training Summit for Partners ’05 , Guangzhou;什么是MSSP? 为什么要有MSSP?;什么是MSSP? 为什么要有MSSP?;MSSP的详细阶段介绍;MSSP流程;MSSP流程（请参见附件文档）;解决方案销售的基本原则是Pain, Power, Vision, Value, and Control 即五大要素。PPVVC 阐述了在销售中必须关注和控制的主要方面。;;Pain Chain? Example;Key Players List (通用行业) – 举例;;;;初步的价值陈述: 举例;;;Pain Sheet? (支持者);潜在的支持信函/ 电子邮件 – 举例;;潜在的支持函件/ e-mail – 举例;初始的评估计划- 举例 (附件);“Go/No Go” Completion Step Letter / e-mail - Example;;价值分析（初步的价值陈述的备份）;成功标准 – 举例;谈判的工作表单 – 举例;机会分析 - Microsoft 销售计划;如果该解决方案描述正确, 我们这里需要明确的是我们的产品和服务能提供客户这些能力。;解决方案销售的基本原则是Pain, Power, Vision, Value, and Control。 在机会的生命周期，他是非常重要，必须关注这5元素. PPVVC 阐述了在项目销售中必须关注和控制的主要方面。;MSSP流程;目标 Provide you with a structured, repeatable methodology for analyzing a sales opportunity 收益 Qualify opportunities faster and more effectively by analyzing them from the most critical customer, business and competitive perspectives Invest time, energy and resources on the opportunities you are most likely to win Communicate the key issues more effectively using a common language 产出 Comprehensive assessment of your current sales opportunity;关键启示;销售技巧是一门实践！;每天多做一点点， 就是成功的开始 每天创新一点点， 就是领先的开始 每天进步一点点， 就是卓越的开始 每天谦虚一点点， 就是悟道的开始;? 2004 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.