企业销售培训资料-英文版.pptVIP

* Re-Qualification Basic Qualification Points Why do they need/want a new system? Who will decide? How will they buy and fund the procurement? What is their decision process? Who will compete? What is the “driving force” behind the decision date? Verify these points with Multiple People Verify these points by using your “Title”   * Key Thoughts on Keeping Momentum Professionals don’t do anything without knowing Why What happens next He/She wants that to happen, so he/she does it! Avoid “mutual mystification”: If you don’t understand where a prospect is, ask him to HELP you! (The words you are most familiar with are the ones that you won’t clarify, ie. decision.) * Key Thoughts on Keeping Momentum If you can’t answer these questions, you are not in control. Why do they want Symix? Why do they need Symix? Who will decide? What are the steps to buy ($ commitment)? Sanity check sources: RSM, ASM, VP Symix customers used as reference sites Multiple sources in the prospect * Key Thoughts on Keeping Momentum Must be prepared not to be prepared Role play alternatives/outlines of phone calls, meetings, etc. Don’t play phone tag: leave a message that demands action. * Examples of “Stuff” to Keep Momentum “Hot 5” calls Where have we been together? Why partner with Symix? Symix Differentiators When to send it? Who to send it to? Why send it? Who can help you verify via phone Executive Management Symix Reference Site Leasing Company Symix Pre-sales Consultants * Recap the road map for Power Executives need all information to make a decision If you’ve established why they need Symix, it should be fun If you feel tension, BACK OFF Negotiations are a “Two-Way Street” We all have “higher authority” for approval. * Negotiating Knowledge is power. Plan before you begin. Know your bottom line before you begin. Don’t give without getting, and not until you have withstood three “squeezes” by the buyer. Give reluctantly and slowly Be patient. Be willing to walk away today. Seller