销售技巧跟解决方案计划.pptVIP

SOLUTION SELLING Integration of Knowledge and Skills Solution Selling SS is about process S.S makes you different by the way you sell. In selling an intangible product to a generally nonexpert buyer-process will win The sellers executing the best process will win. In SS,you are not selling a product,but rather a vision about how things can and should be. Buyer must feel good about the process Redefine selling to “helping people buy-facilitating” MRP/ERP:High Difficulty Selling Conceptual/intangible vs. physical/tangible Difficult to learn and explain Percei