非常好的解决方案销售培训资料（76）.pptx

Solution Selling1 A Powerful Tool for Salespeople Who is Selling a Combination of Products, Services and Concepts 1 A new approach to generate prospects and new business. A behaviorally-correct technique for developing buyer needs, specific to your product, service and concept. An integrated buyer-qualification model which targets access to power, committee decisions, and the negotiation of the sales cycle. A prototype for developing sales tools, specific to your products and markets, which enables sales people to succeed immediately while they gain the expertise they will need long term. A set of tools which enables management to manage pipeline, assign prospecting activity, control the cost of sales, and predict future business more accurately. Sales Training Components 2 Diagnostics and Power Based Selling Both are sales models which integrate with and expand Sales Training. Diagnostics selling helps in the area of needs processing and decision management. Power Base Selling helps establish a political influence strategy and a competitive sales strategy. 3 THE TRADITIONAL PROCESS THE DIAGNOSTIC PROCESS UNSTABLE RELATIONSHIP STABLE RELATIONSHIP Close Presentation Problem Solving Qualifying 45% 35% 15% 5% 5% 10% 35% 50% Agreement Presentation Design Solutions Problem Solving Diagnosis Traditional vs. Diagnostic 4 Sales Process Overview Target potential opportunities Pre-call planning and research Create curiosity and hope Rapport, credibility, credentials Develop buyer and user needs determine pain, critical issues diagnose reasons with bias toward offerings determine impacts across the organization - who, how, financial create, participate in, reengineer buyer visions clarify expectations and ownership Agree on evaluation criteria 5 Determine capabilities needed to meet buyer vision Present offerings Buyer acceptance of offerings Mutually agree on ROI Negotiate a win/win profitable agreement Implement as agreed, measure success criteria Continue to develo