麦肯锡：大客户营销谋略.PPT

* * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * Notes * Notes * Notes * Notes * Notes * Notes * Notes * Notes * Notes * Notes * Notes * Notes * Notes * Notes * Notes * * Notes * Notes * Notes * Notes * * * * * * * * * * * * 谢谢! Meeting us on Presented | Senior Consultant ST.Luke Consulting Co., Ltd. * * * * * * * * * * * * * * * * * * * * * * * * Notes * Notes * Notes * Notes * Notes * Notes * Notes * Notes Handling Consequences Issues Successfully Consequences Issues are solved by discussion and confidence building Enhance communication to have the customer resolve its consequences.Executive Coverage, Executive Visit Due Diligence to prove your capability. Executive visit to enhance the commitment. Exercise You are selling a finance software to a company, while your selling, the responsible customer project manager, the finance operation manager told you that the customer would like to do further investigation as they are not sure return of investment. Further discussion, you understand the finance operation manger is near retired, he is afraid the consequence of project failure. Customer formed a project office as well, project sponsor is CEO, and there are several project team members from function department, like rep. from IT department, rep. from account department. CEO has strong desire to implement finance software to improve the management of company finance, and reduce the cost. You have a successful similar reference in other province, and a development team in place. What’s your strategies to solve consequence. 销售谈判 —— 如何做出让步并达成一致 解决客户忧虑阶段 Sales Negotiation To approach decision, the sales rep. Negotiates withthe customer to reach an acceptable decision. Negotiation Is not Selling Selling is purely persuasion, you do not change any terms of standard product. Negotiation is you have ability to vary terms in order to get an agreement. Like Price, Delivery, or Contract Terms.