Overview of the deal management guide

1、overview of the deal management guide 當(dāng)今銷售行為所面臨的難題和挑戰(zhàn) 公司組織的采購行為以及程序 銷售行為如何配合顧客的采購行為以及程序 銷售行為以及程序的標(biāo)準(zhǔn)化 如何管理以及評估您的銷售行為以增進(jìn)有效性 介紹dmg里的內(nèi)容 dmg的組成結(jié)構(gòu) inside-out selling inside-out ,以自我為中心的銷售手法以自我為中心的銷售手法 we see the world not as it is ,but as we are conditioned to see it .who we are ,influences what we see 我們

2、眼中看到的世界，常不完全是其真實(shí)的一面，因?yàn)槲覀兂虿煌那榫?又不同的解讀，我們自己本身的經(jīng)驗(yàn)常會影響對一件事情所作的結(jié)論 in the world of selling ,we have been conditioned to see things through a salespersons eyes and our sales behaviors are based on these perceptions .even our language is special . 在銷售的世界里，我們都常會用銷售員你自己的主觀的眼睛來對事情作出粗淺 的結(jié)論（這些結(jié)論是根據(jù)你自己膚淺的經(jīng)驗(yàn)或感覺

3、），我們的銷售行為根據(jù)此 而行，即使我們的語言都很特別 sales quota prospects suspects major accounts installed base sales funnel demonstration stock bench service field training events field engineers district managers division competitors deal qualification lead sales close sale c.es a.es account manager issd the traditional

4、 sales approach 傳統(tǒng)的銷售行為 in the 1970s ,the sales approach focused almost exclusively on selling,not buying .the approach was based on control .the premise was that you could guide your customer down your sales process and get him or her to place an order with you under your terms and conditions ,your

5、 timescale and at your price 1970年代的銷售行為或者理論，著重在銷售行為本身，而不去理會購買者的想法， 這種方式著重在對銷售能有控制，強(qiáng)調(diào)的重點(diǎn)在于你如何能使他或者她依你的引導(dǎo) 完成訂單，而且要符合你的時間，條件，價格等 this inside-out selling had four main phases 1 approach -get into a confortable conversation starting with some common area of interest 接觸-從雙方都感覺有興趣的話題開始對談 2 needs-ask self-

6、focused questions in order to gain and maintain control 找出需求-但常問自以為是的預(yù)設(shè)問題，以便于希望客戶真的有問題 3 presentation-memorize the perfect sales presentation,complete with all the products features and advantages .if giving a demonstration,you gave a tour of the front panel 介紹產(chǎn)品-開始拿出自己演練千百遍的銷售材料，只強(qiáng)調(diào)自己產(chǎn)品的特性優(yōu)勢， 如果你覺得

7、客戶可愛，再給他們一個自以為是的demo 4 close-here the objective was to increase the pressure on the customer to take action of signing a purchase order .it was assumed there was one big close at the end 要求下單-開始用盡各種方法，逼迫客戶下單，銷售人員心想絕對會有大訂單。 一定沒問題 the theme was always the same use controlling behaviors to get a close

8、.in other words,you attempted to manipulate the customer to your agenda 你以為你可以一手操控整個購買行為 why control does not work todays buyers have become more resistant to traditional controlling-type sales technologies.in fact ,they become resentful if they feel someone is trying to manipulate them.customers either fight back with objections or flee to the competition .generally ,buyers actually flee: it is less stressful and saves time .buyers usually do not arg