rockwell以客户为中心的销售1.pptx

The message driven sales process ?;信息驱动的销售过程 ?;;CustomerCentric Selling? Skills;;CustomerCentric Selling? 技术;Workshop Outline Day 1 12:00pm Workshop begins 3:00pm Break 6:00pm End of Workshop Begin Team Assignment Day 2 8:00am Workshop begins 10:00am Break 12:00pm Lunch 3:00pm Break 5:30pm End of Workshop Begin Team Assignment ;Event Kick-off Workshop Objectives RACS Objectives Workshop Modules CCS Core Concepts RA Process Map Introduction to CCS Selling Issues Management Issues Competency Components Market Knowledge Lab: Case Study Prospect Profile Product Usage Knowledge Exercise: Creating Capabilities (EQPA format) Pages 28 - 38 MODULE 1: CCS Skill- Alignment Personal Starting Point Horizontal CORE CONCEPT #1: You get delegated to the people you talk like Pages 39 - 58 MODULE 2: CCS Skill- Solution Development CORE CONCEPT #2: People are best convinced by reasons they themselves discover CORE CONCEPT #3: No goal, No prospect: The only person who can call it a Solution is the prospect! CORE CONCEPT #4: You can only “sell” to someone who can “buy” Looking Vs. Not Looking Initiating Buying Cycles;研讨会概要 第 1天 下午12:00 研讨会开始 下午3:00 休息 下午6:00 研讨会结束 开始小组任务 第 2天 上午8:00 研讨会开始 上午10:00 休息 下午12:00 午饭 下午3:00 休息 下午5:30 研讨会结束 开始小组任务 ;开始 研讨会目的 RACS 目标 研讨会模块 CCS 核心概念 RA 程序图 介绍 CCS 销售问题 管理问题 能力构成 市场知识 研究室: 案例研究潜在客户概况 产品使用知识 练习: 创建能力 (EQPA 公式) 第28 – 38页 模块 1: CCS 技术－组合 个人的 起点 水平线 核心概念 #1: 你被授权为代言人 第39 – 58页 模块 2: CCS 技术－ 解决方案开发 核心概念 #2: 人们最信服他们自己发现的原因 核心概念 #3: 没有目标就是没有潜在客户，唯一能将其成为解决方案的人就是潜在客户! 核心概念 #4: 你只能“卖”给那些能“买”的人。 关注－不关注 启动采购周期;Review of Day 1 Pages 59 - 82 MODULE 2: CCS Skill- Solution Development, continued Revisit Competency Components RA Process Map, continued CORE CONCEPT #6: Emotional decisions are justified by value and logic Requirements Vs. Vendor A, B, C… Success Story Components Conversational Road Ma