渠道销售攻心术--深入解剖渠道伙伴的心态.pptVIP

* Lower scores may indicate: ? A penchant for action versus analysis which leads one to move forward with minimal review of critical input or weighing alternatives ? A preference for rule-based or procedural decision making to avoid the risk of being wrong or unpopular ? A strong reliance on previously acquired information and like-minded people for input into decisions Emphasis here is geared towards hospital than clinics * What will be Your Advice to Partner A, B and C? 你会给A、B及C什么建议呢？ * Case Study 2 案例2 Sam is a new channel partner and showed a lot of promise by providing lots of leads. Still, after 6 months, there wasn’t any results generated. What would you do? Sam是一位新渠道伙伴，并在经常提供很多销售线索。但在6个月以后，他仍然没有任何业绩。你会怎么做？ * “Doing the same thing over and over again and expecting different results.” “重复做同样的事情 却期望不同的结果” Definition of Insanity愚痴的定义 * Case Study 3 案例3 Susan was one of your better Channel Partners. Unfortunately, she hasn’t been producing much results lately. When asked about her performance, she replied that the market is bad and her customers are not making any orders. What would you do? Susan是你较优质的渠道伙伴。不幸的是，她最近业绩欠佳。当你问她情况时，她说目前市场很糟，订单都大幅度下降了。你会怎么做？ * 7 Characteristics of a Good Sales Process 成为销售过程员的7项特点 Does your sales reflect your customers buying process? 你的销售员是否考虑顾客的购买过程? Is your process self-correcting? 你销售过程是否能够自我修正? Does your process create value? 你的过程是否能创造价值? Does your process increase efficiency? 你的过程是否能提高效率? Does your process allow average performing sales people to succeed? 你的过程是否允许表现一般的销售员获得成功? Is your process replicable? 你的过程能否复制? Is your progress objectively measurable? 你的过程是否能够客观地测量? * You Know Your Sales Process Is Outdated When . . .您何时发现自己的销售流程已经过时？ Your reps interact mostly with customers purchasing departments 您的销售员只与顾客的采购部门联系最为密切 The entire sales discussion revolves around price 整个销售谈判都围绕着价格 Sales training is mostly exercise-based training that shows reps how not to take no for an answer 销售培训的目的是灌输销售人员不接受 “不” Management is con