rockwell-以客户为中心的销售12资料.pptVIP

CustomerCentric Selling? Skills Prospecting Business Development Alignment Personal Buyer behavior over time Buyer starting point Solution Development Key Player Qualification Opportunity Qualification Control Establishing Business Value Negotiation CCS Process Management CustomerCentric Selling?技巧 潜在主顾 业务发展 调整 个人 采购权力人物超时行为 采购权力人物起点 解决方案的开发 关键人物认定 机会认定和控制 建立商业价值 谈判 CCS 流程管理 CCS Core Concept #1 Reinforcing The Stereotype With Words Faux Pas Words and Phrases CCS 核心概念 #1 用措辞加强陈规 Salesperson Stereotype Until proven wrong*, buyers assume salespeople are: Aggressive Insincere Pushy M