重点客户如何销售E.pptxVIP

Welcome toTarget Account Selling? ;Program Objectives;Program Map;Sales Return on Investment;Versatility;Development;Not in Control;Purpose Provide you with a structured, repeatable methodology for analyzing a sales opportunity Benefits Qualify opportunities faster and more effectively by analyzing them from the most critical customer, business and competitive perspectives Invest time, energy and resources on the opportunities you are most likely to win Communicate the key issues more effectively using a common language Output Comprehensive assessment of your current sales opportunity;Introduction;Four Key Questions - The 4 Principles of Selling;Is There An Opportunity?;#5 – Compelling Event;Can We Compete?;#10 – Unique Business Value;;;Value Proposition Templates;Sample Value Propositions;Can We Win?;Is It Worth Winning?;Opportunity Assessment;Individual Exercise: Current Opportunity;Opportunity Assessment;Business Partners;The Partner’s Role in Your Value Chain;Partner Assessment Worksheet;Team Activity: Analyze Your Business Partners;Purpose Provide you with a framework for developing a winning strategy Benefits Align your sales objectives with the customers business objectives so you can communicate your unique business value Select a competitive sales strategy that enables you to close the sales opportunity Output Analysis of your position for this opportunity Competitive strategy to win your sales opportunity;TAS Planning Methodology ;Goal;The Art of War – Sun Tzu;;Frontal Strategy;;Fragment Strategy;Defend Strategy;Develop Strategy;Once you have initiated your strategy, it should remain fixed, unless there is a major shift in the profile information.;Summary;Purpose Provide you with a framework for analyzing the customer’s organization Benefits Shorten your sales cycle by spending time with the right people discussing the right issues Understand the customer’s politics so thatyou avoid surprises in the sales campaign Broaden your view of the customer’s org