rockwell-以客户为中心的销售2.ppt

1 检查点 确认 (email) 管理事件顺序计划 Development of Implementation Solution 开发执行解决方案 Implementation Concerns and Capabilities Summary 执行 疑虑和能力 汇总 Conversational Road Map #2 Seller Originated Call* 对话路线图 #2 销售员 发起的访问* Why Value? 为何评估? Establishing Business Value What will be measured? Increased revenue Cost reduction Intangibles Who is responsible? How much is possible? Cost/Benefit Analysis Summary What Will Be Measured? 建立 业务 价值 衡量什么指标? 增加销售额 成本减少 无形的 谁来负责? 可能是多少钱? 成本/利益 分析 汇总 衡量什么指标? Available ROI Calculators Arena Simulation PEMS Scheduler Tech Connect Manufacturing Business Solutions InSite Training Batch-Pharmaceutical Industry Maximo Plant Performance Integrated Architecture Condition Based Monitoring Embedded Engineer Parts Mgt Agreement Batch-Generic/All Industries 可利用的 ROI 计算器 舞台模拟 私密电邮 日程安排程序 技术联络 制造业务解决方案 InSite 培训 批-药物行业 Maximo 工厂业绩 整合的构架 基于环境的检测 嵌入工程师 零件管理协议 Batch-Generic/所有行业 Sources of Metrics 指标 来源 Establishing Success Metrics Improvement Avoid variables you have no control over Success Metrics are agreed upon prior to Implementation Customer will be contacted quarterly to track Success Metrics Calculate preemptive measures if results are not being achieved Benefits to you Cross/Up sell opportunities Case studies for internal/external selling Ease of renewals 建立 成功 指标 提高 避免你不能 控制的变量 在执行之前同意成功指标 每季度与客户联络 追踪指标 如果不能达到结果预先计算衡量指标 你的利益 交叉/向上的销售机会 内部/外部销售的案例学习 容易恢复 Value Lab 价值汇总 CCS Core Concept #10 CCS核心概念 #10 Pre-Decision Review MeetingOrchestrating the Ideal Opportunity to Close 决定前评审 会议结束时弹奏完美机会曲目 Buyer Fear of Consequences  - Column A Remember, not all questions are answerable Empathize with the Buyer Summarize Goal/Problem/Need Summarize Current Situation Summarize Solution(s) Summarize the Implementation Solution Summarize the Proof you provided Ask the Buyer to move forward Buyer Fear of Consequences   - Column B or C Sit down Take a deep breath Consciously try to avoid panic Consider using delay tactics Is this a fa