rockwell以客户为中心的销售22.pptxVIP

What steps do you take to reduce downtime?;解决方案开发步骤;你采取什么样的步骤减少停工时间?;What steps do you take to reduce downtime?; GO TO PAGE ______ IN THE ROLE-PLAY SECTION;你采取什么样的步骤减少停工时间?; 翻到第 ______ 页角色表演部分;Rockwell Automation Sales Process Map;Competency Components;罗克韦尔自动化销售程序图;能力的组成部分;Rockwell Automation Sales Process Map;CustomerCentric Selling? Skills;罗克韦尔自动化销售程序图;CustomerCentric Selling ? 技巧;;;;;If You’re Vendor A;;如果你是供应商A;;;1. Key Player (Industry/Title) From Targeted Conversation List 2. Goal From the Menu of Goals 3. Contributing Reason Prior to implementing your offering, cite a reason they could not accomplish their goal. This reason should come from the left side of the Key Player’s SDP? 4. Corresponding Capability Choose the capability from the right side of the SDP? that addresses the corresponding reason cited 5. Capability Statement State that you or your company provided the capability 6. Quantified Results Share quantified results that were achieved and be sure they link to the goal being discussed;;关键人物 (行业/头衔) 来自有目的的对话清单 目标 来自目标菜单 提供理由 在落实你的产品时, 引证一个他们可能无法完成 目标的原因。该理由应该来自关键人物的 SDP?左侧。 相应的能力 从SDP?右侧选择能克服所引证原因的能力 能力 论述 说明是你或你的公司提供了该能力 量化的结果 分享取得的量化结果并确信它们与正在讨论的目 标相联系 ;“We recently worked with a Plant Manager of a bottling plant1 who wanted to increase production throughput.2 Meeting production schedules was difficult because of unexpected downtime of plant equipment.3 He said he needed a way for his maintenance staff to receive notification alerts prior to potential equipment failure and view the severity of the problem so they could schedule maintenance before the equipment failed.4 We provided him with this capability.5 Over the past 6 months, downtime has decreased by 10% and production schedules have been met without working overtime6.”;Goal Identification “What are you hoping to accomplish?” Menu of Goals/Success Story;“我们目前 与装瓶厂的厂长1一起工作，他想增加 生产量。2 因为出现不希望的工厂设备停工时间，因此完成生产计划是困难的。3 他说他需要一种方法使他的维修人员在潜在的设备故障出现前接收到警告通知并发觉问题严重程度，从而能在设备失效前制定维修