銷售培訓(xùn)英文版課件

Welcometo

TargetAccountSelling?

基姻儉鈕腎勝氓磕巷哮侄返鎖把倚括吧霸迷惰視績(jī)燼巷稽矣堪釬無改搖懂銷售培訓(xùn)英文版銷售培訓(xùn)英文版01November2022Welcometo

TargetAccountSellProgramObjectivesDeveloping

andtestingacomprehensiveplanforyoursalesopportunityEnabling

youtocommunicatemoreeffectivelywithyourteamShifting

yoursalesfocusfromtacticaltostrategicHelpyouwinby...Focusing

ontherightissueswiththerightpeople

attherighttime蒂茶弄蛻捐肖凹軸尋膘票螢豎異逆痢她杭茨翅響勁濾榮敢跪爆靳望池郭遮銷售培訓(xùn)英文版銷售培訓(xùn)英文版TAS.STD.OTE.070.01.120597.060100.ppt*ProgramObjectivesDevelopingaProgramMapOpportunity

AssessmentStrategyPoliticsAlignmentPlanningTestingImplementationProgramModulesAssessthe

OpportunitySettheCompetitive

StrategyIdentifythe

KeyPlayersDefinethe

RelationshipStrategyTurnIdeas

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ProcessTargetAccountSellingProcess1234567孤蝸灰蔓牡剛苯呵竿鄭裕瓷晦工鐘涉賴障禍湯熬卉贖猶夏控其順估港蝗包銷售培訓(xùn)英文版銷售培訓(xùn)英文版TAS.STD.OTE.070.01.120597.060100.ppt*ProgramMapOpportunity

AssessSalesReturnonInvestmentLevel1Level2Level3ProductivityTimeEntryTacticalStrategicCompetitiveTimeand$莆淀捐醇污白吞舷舞鶴鄲豐沛蝴拴辟季舶騷儲(chǔ)憨養(yǎng)酞瑪其矣渡醒繼慧寞青銷售培訓(xùn)英文版銷售培訓(xùn)英文版TAS.STD.OTE.070.01.120597.060100.ppt*SalesReturnonInvestmentLeveVersatilityLevel1Level2Level3FocusOrientationRepertoireFinanceRelationshipsEventProduct/ServiceTechnologyPriceOperationsProcessBusinessServicesCostManagementOutcomePoliticalSolutionValueExecutive巾荊鞭翹擦扮瘍傻焦屈惱種示騙謊琉漁宿池普臻秀匙打襟糊菌撮譯垮乘墩銷售培訓(xùn)英文版銷售培訓(xùn)英文版TAS.STD.OTE.070.01.120597.060100.ppt*VersatilityLevel1Level2LevelDevelopmentStatusModePoliticsResourcesPerformanceConsideredReactiveAwarePrematureorExcessiveInconsistentLevel1Level2Level3PreferredResponsiveAgileTimely&JudiciousConsistently

AchievesDominantProactiveAstuteHighROIReliablyExceeds喬蝗口毅史雞垢濁惶例剮餾迷冶銜莫茂郊靴巋耶峪磋滬民漸烏倆啄責(zé)吾瞻銷售培訓(xùn)英文版銷售培訓(xùn)英文版TAS.STD.OTE.070.01.120597.060100.ppt*DevelopmentStatusModePoliticsRNotinControlSalesPersonalControlisprovidingbusinessvalueforthecustomerwhileforcingthecompetitiontooperateinreactmode.Itisdifficulttocontrolexternaleventsunlessyouareincontrol.UnreturnedphonecallsNoaccesstoinformationCriteriaslantedCriteriaconstantlychangesDelaysBudgetgoesawayQuestioningbycustomersprobingyourweaknessesPlayerschangeMeetingscancelledMeetingsdelegatedPreoccupiedwithpriceNoinsidesupportNotknowingyou’rewinningAlways5minuteslateToomanyhoursToomuchtelephonetimeContinualcrisisNothavingfun投僻葬榷程穿尚五紅索鄧襟坦既滌繁搞膚傅峨韓旨昧巒沙曲住昂俞睫勘從銷售培訓(xùn)英文版銷售培訓(xùn)英文版TAS.STD.OTE.070.01.120597.060100.ppt*NotinControlSalesPersonalConPurposeProvideyouwithastructured,repeatablemethodologyforanalyzingasalesopportunityBenefitsQualifyopportunitiesfasterandmoreeffectivelybyanalyzingthemfromthemostcriticalcustomer,businessandcompetitiveperspectivesInvesttime,energyandresourcesontheopportunitiesyouaremostlikelytowinCommunicatethekeyissuesmoreeffectivelyusingacommonlanguageOutputComprehensiveassessmentofyourcurrentsalesopportunityOpportunityAssessmentAssessthe

OpportunitySettheCompetitive

StrategyIdentifythe

KeyPlayersDefinethe

RelationshipStrategyTurnIdeas

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Process1234567Page2.7穎藥餌存刷辨畏摟封锨禾螟慎霞革孿歉緒蹋嗣脫渙彰擺澆排疏簧所賂奉篷銷售培訓(xùn)英文版銷售培訓(xùn)英文版TAS.STD.OTE.070.01.120597.060100.ppt*PurposeOpportunityAssessmentAIntroduction+ABC–Page2.8Current:goodwinratePotentialZ=1Z=0A–CCompromisedX&YLostZ=-1XYZ乓笛獵景吧淑懂追員囑花揚(yáng)幟歸剖拂濁掀瓜逢幟慷吃河沾健役仆私痞甲欽銷售培訓(xùn)英文版銷售培訓(xùn)英文版TAS.STD.OTE.070.01.120597.060100.ppt*Introduction+ABC–Page2.8CurreFourKeyQuestions-The4PrinciplesofSellingIsthereanopportunity?Canwecompete?Canwewin?Isitworthwinning?Page2.9規(guī)五舉比妝主速推粹衙幢猜涌眺宅旅項(xiàng)桌嫌妨餓斑瘦烯瓢折味璃勢(shì)遙營(yíng)抿銷售培訓(xùn)英文版銷售培訓(xùn)英文版TAS.STD.OTE.070.01.120597.060100.ppt*FourKeyQuestions-The4PriIsThereAnOpportunity?Page2.10#1Customer’s

ApplicationorProjectWhatarethecustomer’srequirements?Whatarethecustomer’skeyissuesandobjectivesfortheproject?Whoinitiatedtheproject?Who’llbeworkingontheproject?Howdoesthisprojectfitintothecustomer’sbusinessstrategy?#2Customer’sBusinessProfile#3Customer’sFinancialCondition#4AccesstoFundsWhatarethecustomer’sproductsandservices?Whataretheirkeymarkets?Whoaretheirkeycustomersandcompetitors?Whatisdrivingthecustomer’sbusinessinternallyandexternally?Whataretheirrevenueandprofittrends?Howdotheirfinancialscomparetosimilarcompanies?Whatistheirfinancialoutlook?Whatarethecustomer’skeyperformancemetrics?Whatisthebudgetforthisproject?Whatisthecustomer’sbudgetingprocess?Whatisthepriorityofthisprojectcomparedtoothers?Whatarethecustomer’salternativeusesofcapital?倍鍛危碎隴困彎乏懼穴課謎失樟柵耗才授小繃渡簡(jiǎn)戳韶又裕孩臥唾銹沉訝銷售培訓(xùn)英文版銷售培訓(xùn)英文版TAS.STD.OTE.070.01.120597.060100.ppt*IsThereAnOpportunity?Page2#5–CompellingEventWhydoesthecustomerhavetoact?Whatisthedeadlineforthecustomertomakeadecision?Whataretheconsequencesifthisprojectisdelayed?Whatisthepaybackforthecustomeriftheprojectiscompletedontime?Whatwillbethemeasurableimpactonthecustomer’sbusiness?BusinessInitiativesBusinessDriversBusinessProfilePage2.11Compelling

EventConsequencesPaybackProblemsOpportunities苔虜掀汾舀遜趟岳君豎襯為礦蛻郎奢座窘夜筏沏麻旁新箕處擻瘟宦霄書溉銷售培訓(xùn)英文版銷售培訓(xùn)英文版TAS.STD.OTE.070.01.120597.060100.ppt*#5–CompellingEventWhydoesCanWeCompete?#6FormalDecisionCriteria#7SolutionFit#8SalesResourceRequirements#9CurrentRelationshipWhatarethecustomer’sdecisioncriteria?Whatistheformaldecisionprocess?Whichdecisioncriteriaaremostimportant?Why?Whoformulatedthedecisioncriteria?Page2.12Howwelldoesoursolutionsolvethecustomer’sproblem?Whatdoesthecustomerthink?Whatmodificationsorenhancementswillberequired?Whatexternalresourcesdoweneedtomeetthecustomer’srequirements?Howmuchtimewillthesalesteamneedtoinvestonthisopportunity?Whatadditionalinternalorexternalresourceswillyouneedtowin

thisopportunity?Whatistheprojectedcostofsales?Whatistheopportunitycost?Whatisthestatusofyourrelationshipwiththecustomer?Whatisthestatusofeachcompetitor’srelationshipwiththecustomer?Whoserelationshipprovidescompetitiveadvantageforthisopportunity?Howdoyouandeachofyourcompetitorscomparetothecustomer’sviewoftheidealrelationship?微奧倉(cāng)毫訟贈(zèng)粉輛諒旅捶單澀喲妨猴潤(rùn)暢郊啪賈界錯(cuò)精緞轟猶灰愈貼衰讀銷售培訓(xùn)英文版銷售培訓(xùn)英文版TAS.STD.OTE.070.01.120597.060100.ppt*CanWeCompete?#6#7#8#9Whatar#10–UniqueBusinessValueWhatisthespecificormeasurablebusinessresultthatwe

willdeliver?Howdoesthecustomerdefinevalue?Howwilltheymeasureit?Howhavewequantifiedthisvalueinthecustomer’sterms?Hasthecustomerconfirmedtheirunderstandingofthevaluewewilldeliver?Howdoesthisvaluedifferentiateusfromourcompetitors?Business

ProfileBusiness

DriversBusiness

InitiativesCapabilitiesSolutionDifferen-

tiationPage2.13Compelling

EventsUniqueBusinessValue斂逛池陋熊磕軋起材等甲痔耿靶潞眷磨攪緝衡蘑氦杜粱囂鴉申綢戈莽汽梢銷售培訓(xùn)英文版銷售培訓(xùn)英文版TAS.STD.OTE.070.01.120597.060100.ppt*#10–UniqueBusinessValueWhaAnswerthequestions... What’stheissue?Howisitaffectingthecustomer?Whataretheconsequencesorpayback?Howcanyouhelp?DevelopingYourValuePropositionPage1.9沏偵咐茲塊雌漢蟹桃粒車挪霜聽胰格咐寨游晰浴鈕鳴油守供聾牙舵?zhèn)鱾闱N售培訓(xùn)英文版銷售培訓(xùn)英文版TAS.STD.OTE.070.01.120597.060100.ppt*Answerthequestions... DeIncreaseCosts/ConsequencesValue=Benefits-Costs/Risks/ConsequencesPage3.9RevenueMarketshareCustomersatisfactionInventoryturnsLoadfactorShareholdervalueCustomerbaseOrderfulfillmenttimeExpensesRejects/returnsWasteAdministrativecostsNumberofdayssupply

(ofinventory)TimetocloseanorderCycletimeDecreaseEvaluationprocessPurchasepriceOrderprocessingExpeditingcostsCorrectingmistakesAcquisitionCostsSet-upandinstallationTaxesandinsuranceAdministrativecostsFinancechargesPossessionCostsTrainingSupportMaintenanceDepreciationDisposalInterfacetoothersystemsUsageCostsAffectexistingbusinessesAwakentheircompetitionModificationstoexistingprocessesOpportunityCosts(Risks&Consequences)慣祥酒齡杜虛晤睜蓮輸兢搗峰撕援梨儲(chǔ)施淡杉疽銀車受胃或過貝龐禽癱小銷售培訓(xùn)英文版銷售培訓(xùn)英文版TAS.STD.OTE.070.01.120597.060100.ppt*IncreaseCosts/ConsequencesValuValuePropositionTemplatesYouwillbeableto______________resultingin_____________________byimplementingour_____________________.Wedeliveredsimilarresultsat____________________whichresultedin__________________.Bychangingfrom_________________to___________________,youwillaffect__________whichmeans____________________.Wewilltrackthevaluedeliveredby_______________andreportitbacktoyou_________.Wecanhelpyouaddress__________________________byinstalling_________________whichwillresultin____________________________.Wewillensureyourreturnoninvestmentby________________________.businessinitiativespecificormeasurableoutcomesolutionsimilarsituationorcustomerpastvaluedeliveredcurrentsituationoursolutionbusinessdriverspecificormeasurableoutcomevaluetrackingsystemfrequency/timecompellingeventsolutionspecificormeasurableoutcomesharedrisk/rewardstrategyPage1.10乒拂竭鏡甕穿訟隋付己帆糧覓篆據(jù)僅林枚吸疊耿晉宴舌迸云私纖漾鈴說椰銷售培訓(xùn)英文版銷售培訓(xùn)英文版TAS.STD.OTE.070.01.120597.060100.ppt*ValuePropositionTemplatesYouSampleValuePropositionsYouwillbeabletoreducethenumberofrepeatcustomerservicecallsby

15%resultinginanestimatedmonthlysavingsof$3.4MbyimplementingourSiebelCallCenterApplication.WedeliveredsimilarresultsatUnited

Telecom,whichachieveda25%improvementinfirstcontactcall

resolution.BychangingfromapatchworkofhomegrownsolutionstoSiebel’s

eBusinesssuite,youwillreduceyourtotalcostofownershipby$100M,whichrepresentsa40%increaseinEarningsPerShare.Wewillestablishametricsscorecardtoassistyouinevaluatingprogramperformanceandreportitbacktoyouatsixmonthintervals.(businessinitiative)(measurableoutcome)(solution)(similarcustomer)(measurableresults)(currentsituation)(solution)(measurableoutcome)(measurableoutcome)(valuetrackingsystem)(frequency/time)Page3.13a祭召躲跡串粗札詢逐冰袒己少訪傷門賂以吟甸教酮紫喝奸阜質(zhì)袱稗終批哭銷售培訓(xùn)英文版銷售培訓(xùn)英文版TAS.STD.OTE.070.01.120597.060100.ppt*SampleValuePropositionsYouwCanWeWin?#11InsideSupport#12ExecutiveCredibility#13CulturalCompatibility#14InformalDecisionCriteria#15PoliticalAlignmentWhointhecustomer’sorganizationwantsustowin?Whathavetheydonetoindicatetheirsupport?Aretheywillingandabletoactonyourbehalf?Dotheyhavecredibilitywithintheirownorganization?Page2.8Whichexecutive(s)willaffectorbeaffectedbythisdecision?Howhaveyouestablishedtrustandcredibilitywiththem?Howwillyougainaccesstothoseexecutives?Whatisyourplantogainreturnaccesstothem?Whatisthecustomer’sculture?Howdoesthiscomparewithourcompany?Whatisthecustomer’sphilosophytowardsvendorsandsuppliers?Canweadjustoradapt?Dowewantto?Howwillthedecisionreallybemade?Whatintangible,subjectivefactorscouldaffectthisdecision?Whataretheunstatedissues?Whoseprivateopinionsdoweknow?Whichonescount?Whoarethemostpowerfulpeopleinvolvedinthisdecision?Dotheywantustowin?Why?Aretheyabletoinfluenceorchangethedecisioncriteria?Cantheycreateasenseofurgency?Howhavetheydemonstratedthisinthepast?拓凋饒戎奈反鍍朔期捐鳳日虧四睡摟喇炸嚙虜拍椿備雍騰沒五縮子免朔恿銷售培訓(xùn)英文版銷售培訓(xùn)英文版TAS.STD.OTE.070.01.120597.060100.ppt*CanWeWin?#11#12#13#14#15WhoIsItWorthWinning?#16Short-TermRevenue#17FutureRevenue#18Profitability#19DegreeofRisk#20StrategicValueWhatistheorderamount?Doesitexceedourthreshold?>$________Whenwillitclose?Isitwithinourtimeframe?<________daysWhatisthepotentialforfuturebusinesswithinthenextyear?Withinthenextthreeyears?Doesitexceedourthresholds?Howisthisprojectorapplicationlinkedtofuturerevenue?Howwillyouensurecustomerpromisesbecomecommitments?Whatistheprojectedprofitonthissalesopportunity?Doesitexceedourprofitthreshold?Whatimpactwilldiscountshaveonprofitability?Howcanweimprovetheprofitabilityonthisopportunity?Howcouldwecauseoursolutiontofail?Whatarethecriticaldependenciesindeliveringvaluetothecustomer?Howcouldthecustomercauseoursolutiontofail?Whatistheimpactonourbusinessifthesolutionfails?Whatisthevalueofthisopportunitytousbeyondtherevenue?Howdoesthisopportunityfitinourbusinessplan?Howcanweleveragethisopportunityintorevenuefromothercompaniesormarkets?Howwillthisopportunityhelpusimproveourproductorservice?Page2.9爆希綸洼蛋胳湯怒扒失吮監(jiān)瀝殆籬媒瞄忽買歇語(yǔ)底聶份泵嘶旗署蝎巧秒鼓銷售培訓(xùn)英文版銷售培訓(xùn)英文版TAS.STD.OTE.070.01.120597.060100.ppt*IsItWorthWinning?#16#17#18#OpportunityAssessmentCriteriaAssessmentCUSTOMER’SAPPLICATIONORPROJECT1UNDEFINEDDEFINEDCUSTOMER’SBUSINESS

PROFILE2WEAKSTRONGCUSTOMER’SFINANCIAL

CONDITION3WEAKSTRONGCOMPELLINGEVENT5UNDEFINEDDEFINEDACCESSTOFUNDS4NOYES+–+–+–+–+–IsThereAnOpportunity?HIGH+CriteriaAssessmentSHORT-TERMREVENUE16LOWFUTUREREVENUE17LOWHIGHPROFITABILITY18LOWHIGHSTRATEGICVALUE20NOYESDEGREEOFRISK19HIGHLOW–+–+–+–+–IsItWorthWinning?Page2.10CriteriaAssessmentINSIDESUPPORT11WEAKEXECUTIVECREDIBILITY12WEAKSTRONGCULTURAL

COMPATIBILITY13POORGOODPOLITICALALIGNMENT15WEAKSTRONGINFORMALDECISIONCRITERIA14UNDEFINEDDEFINED–+–+–+–+–CanWeWin?STRONG+CriteriaAssessmentFORMALDECISIONCRITERIA6UNDEFINEDDEFINEDSOLUTIONFIT7POORGOODLOWUNIQUEBUSINESSVALUE10WEAKSTRONGCURRENTRELATIONSHIP9WEAKSTRONG+–+–++–+–CanWeCompete?SALESRESOURCEREQUIREMENTS8HIGH–蕩尸巴椎晨卑銜梨志滁跳脯悉快湃跡凍熊騁首淚悸痕柿裴蚊大來籽近脖訴銷售培訓(xùn)英文版銷售培訓(xùn)英文版TAS.STD.OTE.070.01.120597.060100.ppt*OpportunityAssessmentCriteriaIndividualExercise:CurrentOpportunityStep1UseyourcurrentsalesopportunityandcompletetheOpportunityAssessmentonpage2.11IdentifyyourprimarycompetitorStep2Rateyourpositionagainsteachcriterion:(+) ifitisaccurate,knownandfavorable(–) ifitisunfavorable(?) ifitisunknownStep3Intheshadedcolumn,rateyourcompetitor’s

position7/12/XXDATECOMPETITORSOURCO.-+-?+X-Sys++--?FINISHBY:Page2.10a知辜炎眾酉局配郴牽抗現(xiàn)飛檬魁吏勇墑慚茄姑顫燈秀蘊(yùn)旁誠(chéng)遮僚皂心服貳銷售培訓(xùn)英文版銷售培訓(xùn)英文版TAS.STD.OTE.070.01.120597.060100.ppt*IndividualExercise:CurrentOpportunityAssessmentCriteriaAssessmentCUSTOMER’SAPPLICATIONORPROJECT1UNDEFINEDDEFINEDCUSTOMER’SBUSINESS

PROFILE2WEAKSTRONGCUSTOMER’SFINANCIAL

CONDITION3WEAKSTRONGCOMPELLINGEVENT5UNDEFINEDDEFINEDACCESSTOFUNDS4NOYES+–+–+–+–+–IsThereAnOpportunity?HIGH+CriteriaAssessmentSHORT-TERMREVENUE16LOWFUTUREREVENUE17LOWHIGHPROFITABILITY18LOWHIGHSTRATEGICVALUE20NOYESDEGREEOFRISK19HIGHLOW–+–+–+–+–IsItWorthWinning?Page2.10CriteriaAssessmentINSIDESUPPORT11WEAKEXECUTIVECREDIBILITY12WEAKSTRONGCULTURAL

COMPATIBILITY13POORGOODPOLITICALALIGNMENT15WEAKSTRONGINFORMALDECISIONCRITERIA14UNDEFINEDDEFINED–+–+–+–+–CanWeWin?STRONG+CriteriaAssessmentFORMALDECISIONCRITERIA6UNDEFINEDDEFINEDSOLUTIONFIT7POORGOODLOWUNIQUEBUSINESSVALUE10WEAKSTRONGCURRENTRELATIONSHIP9WEAKSTRONG+–+–++–+–CanWeCompete?SALESRESOURCEREQUIREMENTS8HIGH–樹踐馳石日佛辨墩姨豫炒外雌戳荒醛辱載歉魄搜省阮效眨扦穎惶汾燕睦葉銷售培訓(xùn)英文版銷售培訓(xùn)英文版TAS.STD.OTE.070.01.120597.060100.ppt*OpportunityAssessmentCriteriaBusinessPartnersProviding

youwithaccesstonewmarketsorcustomersLeveragingexistingrelationshipswithkeyplayersinyourcustomer’sorganizationProvidingnewlevelsofexpertiseinspecificindustrysegmentsExpandingyourabilitytodelivera“wholeproduct”orcompletesolutionReducingtherisksassociatedwiththeimplementationofcomplexsolutionsBusinessPartnerscanhelpyouadvanceyoursalescampaignby…Page1.20阿漬書繕恃皮沈詢莖厚墅曰腺稍封畝拜竟權(quán)書崩藤濟(jì)乾瞬齲燥哎翠惜氮國(guó)銷售培訓(xùn)英文版銷售培訓(xùn)英文版TAS.STD.OTE.070.01.120597.060100.ppt*BusinessPartnersBusinessPartThePartner’sRoleinYourValueChainSolutionsMarketingSalesImplementa-tionPost-SalesServiceandSupportSolutionsMarketingSalesImplementationPost-SalesWhatsolutionsareavailablefromyourbusinesspartnerthatcouldenhanceyourabilitytocompete?Whatcompetitorsdoesthispartnerworkwith?Whatmarketshareobjectivesdoesyourpartnerhaveforthismarketorindustrysegment?Whatspecificresourceshavetheydedicatedtothismarketsegment?Howeffectiveisthebusinesspartner’ssalespersonorsalesteamassociatedwithyourjointbusiness?Hasthepartnerassignedtheappropriateresources?Isthereanagreed-toengagementprocess?Howareyourpartner’simplementationservicesstructured?Whatspecificimplementationservicescanbeappliedtoyourjointbusiness?Whatservicesareavailabletosupporttheimplementationonalong-termbasis?Howdoyourcompany’sofferingscomplementthoseofyourbusinesspartners?Page1.21傲餅?zāi)嘏颊n芯菇稚耙隱澄急刪吊毀聲寵屈劫泉?jiǎng)h墑般響吐操垢矣癟境淋族銷售培訓(xùn)英文版銷售培訓(xùn)英文版TAS.STD.OTE.070.01.120597.060100.ppt*ThePartner’sRoleinYourValPartnerAssessmentWorksheetIsthereanopportunity?(#1-5)Understandingthecustomer’sapplicationorprojectProvidingaperspectiveonthecustomer’sfinancialconditionUnderstandingthecustomer’sbudgetingprocessCreatingoruncoveringacompellingeventCanwe

compete?(#6-10)Canwewin?(#11-15)Isitworth

winning?(#16-20)Knowledgeofthecustomer’sformaldecisioncriteriaProvidingsolutionsthatleadtowholeproductsorcompletesolutionsUniquesalesresourcesExistingrelationshipswithkeyplayersUniquebusinessvaluebeyondyoursAccessandcredibilityattheexecutivelevelUnderstandingofthecustomer’scultureKnowledgeofthecustomer’sinformaldecisionprocessAccesstothemostinfluentialpeopleinthecustomer’sorganizationUnderstandingthelinkageoftheprojecttofuturerevenueReducingtherisksassociatedwiththeproject’simplementationDevelopingasolutionthatprovidessignificantstrategicvalueExamplesYourOpportunityHowcanyourbusinesspartnerhelpyouwith…Page1.22洋肝烴橙早娟羊恩牧兒鈕損鷹脹骨盛簡(jiǎn)錢鎂崇很訟瑩吮躺霜忙閨紡青槽緞銷售培訓(xùn)英文版銷售培訓(xùn)英文版TAS.STD.OTE.070.01.120597.060100.ppt*PartnerAssessmentWorksheetIsTeamActivity:AnalyzeYourBusinessPartnersStep1ReviewtheexamplesshownnexttoeachofthefourkeyquestionsStep2IdentifythespecificareaswhereyourbusinesspartnercanhelpadvanceyourteamopportunityCitethespecificcriteria(e.g.,#5,#10,etc.)Step3BepreparedtodiscussFINISHBY:IntegratebusinesspartnersintotheOpportunityAssessmentprocess.Usetheworksheetonthepreviouspage.Page1.23Purpose沉蔓孩鏈浩瑣境枕借霧陶藕伸知糖塑鹵澇儒葬姿穴揪嚨靈季衣弦諧紀(jì)繃滅銷售培訓(xùn)英文版銷售培訓(xùn)英文版TAS.STD.OTE.070.01.120597.060100.ppt*TeamActivity:AnalyzeYourBuPurposeProvideyouwithaframeworkfordevelopingawinningstrategyBenefitsAlignyoursalesobjectiveswiththecustomer'sbusinessobjectivessoyoucancommunicateyouruniquebusinessvalueSelectacompetitivesalesstrategythatenablesyoutoclosethesalesopportunityOutputAnalysisofyourpositionforthisopportunityCompetitivestrategytowinyoursalesopportunityStrategyAssessthe

OpportunitySettheCompetitive

StrategyIdentifythe

KeyPlayersDefinethe

RelationshipStrategyTurnIdeas

IntoActionsTestandImprove

thePlanImplementthe

Process1234567Page3.27渠摘手臺(tái)悉割離乳鎳埋釁坤斑乳舔乏萎蓄項(xiàng)消瑤條蕾知弗腋帕煩啟場(chǎng)著虧銷售培訓(xùn)英文版銷售培訓(xùn)英文版TAS.STD.OTE.070.03.120597.060100.pptPurposeStrategyAssessthe

OppTASPlanningMethodologyPage2.28DescribesthegeneralapproachTheroutetotheobjectiveConnectedtothestrategyIndividual,style-dependentFlexible,dynamicTiedtotheactionsIdentifiesthespecificpeople,programsandmoneyrequiredLong-rangeVisionaryDefinesourrelationshipSpecific(products/services)Measurable(orderamount)Time-bound(closedate)EnsuresthatyourplanisrealisticShouldsupportyourcustomer’sbusinessplanoaltrategyctionsSAesourcesRbjectiveOestTGWherearewegoing?Howwillweachievetheobjective?Whatspecificactionswillweimplement?Whatresourcesarerequired?Whatspecificactionswillweimplement?Doesourplancreatevalueforthecustomer?(#4)Whatmustweaccomplish?(#7)(#5)撮選凹頌吱囊焚裔她罕澡五香竅遏送淬撅臺(tái)鍺拈丙拾趾日樹桌豪艾附灘績(jī)銷售培訓(xùn)英文版銷售培訓(xùn)英文版TAS.STD.OTE.070.01.120597.060100.ppt*TASPlanningMethodologyPageGoalObjectiveStrategyCustomerSalesTeamBecometheindustryleaderincustomerserviceImproveinitialcallresponsetoaverageoflessthan2minutesImproveproblemresolutiontolessthan4hoursDecreasecustomerdefectionrateto1.5%Achieveapaybackwithin18monthsonourinvestmentof$5MinnewtechnologyInstallanintegratedcustomermanagementsystemthatfunctionsthesamethroughouttheworldbyOctober15BecomeNationalManufacturing’strustedadviserontheapplicationoftechnologytocustomerserviceSecurea$3Mcommitmentforacustomerservicesolutionthatincludes:X-100System($500K)Customsoftware($1.2M)Projectmanagementservices($1.3M)nolaterthanMarch31ShiftthedecisioncriteriafromproducttechnologytoapplicationexpertiseandworldwidesupportExamplePage3.29耶不祖走迪絆搜汕絳妻傍派仲劊碗昨汝補(bǔ)裴慈帛搐矯磨橫妓句憎熔寂農(nóng)至銷售培訓(xùn)英文版銷售培訓(xùn)英文版TAS.STD.OTE.070.01.120597.060100.ppt*GoalObjectiveStrategyCustomerSTheArtofWar–SunTzuKnowyourself,knowyourenemy,andyouneednotfearonehundredbattles.Knowonlyyourselfandnotyourenemy,andforeveryvictorygainedyoushallsustaindefeat.Knowneitheryourselfnoryourenemy,andyoushallsuccumbineverybattle.Yourstrengthwilleventuallybecomeyourweakness.Thekeytovictoryisnotindefeatingtheenemy,butindefeatingtheenemy’sstrategy;thereinliestheirvulnerability.OriginofStrategyPage3.5茅扶履堯慨邱形池闖喪糜捧蠅慎句獄烽歐敦囚鴉捕處喘佩渙脈寅萍繃網(wǎng)舌銷售培訓(xùn)英文版銷售培訓(xùn)英文版TAS.STD.OTE.070.01.120597.060100.ppt*TheArtofWar–SunTzuKnowyDevelopFlankingDefendFragmentFrontalCompetitiveStrategiesPage3.6NoCompellingEvent

ORNoUBVCompellingEvent

exists/oryoucancreateone

ANDYouhaveUBVPositionAttack給障達(dá)聶儉晴抿無掖矢鼎蔡洪輾警霧暈宜制關(guān)蛙猶戎躇殖埂北睡彝孤怨陌銷售培訓(xùn)英文版銷售培訓(xùn)英文版TAS.STD.OTE.070.01.120597.060100.ppt*DevelopFlankingDefendFragmentFFrontalStrategyDefinitionAfrontalstrategyisadirectapproachbasedonthecustomer’sperceptionofyouroverwhelmingsuperiorityinsolution,priceorreputation.Guidelines/CaveatsVariationsPage3.73:1advantageRequiressize,speedorsurpriseResourceintensive(#8)Blatant/obviousMostoftenusedandeasilydefeatedstrategyFeatures/price/performanceProprietarytechnologyWholeproductRelationship/ExperiencePrestigeComfort/SecuritySolutionReputation痕勝振姥如復(fù)鎂項(xiàng)靶枯劣募載梭品掉善窒困糞奸豌溯路拇椒擰逛疵戳對(duì)幟銷售培訓(xùn)英文版銷售培訓(xùn)英文版TAS.STD.OTE.070.01.120597.060100.ppt*FrontalStrategyDefinitionAfrAltertheRulesFlankingStrategyDefinitionAflankingstrategyshiftsthefocusofthecustomer’sbuyingcriteriatonew

ordifferentissuesthatfavoryoursolution.Guidelines/CaveatsVariationsPage3.8Don’tplaybytheirrulesMusthaveexecutivesupportMakeyourmovelastDon’topenthe“playingfield”AB

Changeorre-prioritizethecriteriaMovethegoalpostAA+1

ExpandthescopeofthedecisionAddnewcriteria(#6and#14)(#6and#14)AcknowledgeandExpandAltertheRules壤屁郊礫間竭徐群此韭增拒陡郡竹蔫新綽撐傭嚇枕首躍勿搞焚騾佐摘耘茲銷售培訓(xùn)英文版銷售培訓(xùn)英文版TAS.STD.OTE.070.01.120597.060100.ppt*AltertheRulesFlankingStrateFragmentStrategyDefinitionAfragmentstrategydividestheopportunityintosmallerpiecesandfocuses

thecustomeronasubsetoftheissuesthatyoucanaddress.Guidelines/CaveatsVariationsPage3.9MusthaveUBVonlyyoucandeliver(#10)Requiresinsidesupport(#11)Pickthecorrectbaseforthefuture(#17)Monitorthecostofsales(#18)Department/Location/FunctionFootinthedoorBeachheadCompatibilitywithcurrentenvironmentExtendcapacityEnhancecustomer’sinvestment(1+1=3)NichePeacefulCoexistence鋼閹斯峰飄埔仔腫濺猾伸塹尤井螞計(jì)課泉退認(rèn)上釘冰淌至勿大星棕坪鷹鴻銷售培訓(xùn)英文版銷售培訓(xùn)英文版TAS.STD.OTE.070.01.120597.060100.ppt*FragmentStrategyDefinitionAfDefendStrategyDefinitionAdefendstrategyprotectsyourpositionfromtheinevitableassaultfromyourcompetitors.Guidelines/CaveatsVariationsPage3.10Expandyourrelationshipstoahigherlevel(#12)Supportyourallies(#11)Articulateyourcredibility(#12)andbusinessvalue(#10)Bewareofself-isolationKeepyoureyeonyourcompetitorsInsulateIsolateImproveyourrelationships(#9)Supportyourallies(#11)ExtendyourpresenceContainthecompetitionCreatetangents/diversionsDilutethecompetitor’sefforts馴迪振洋陵廬試氟跳冬蓖謊順傳恿榮古格卸墨敏讕肋嗡鱗棄贏吐于墟五專銷售培訓(xùn)英文版銷售培訓(xùn)英文版TAS.STD.OTE.070.01.120597.060100.ppt*DefendStrategyDefinitionAdefDevelopStrategyDefinitionAdevelopstrategyestablishesapositionforapossiblefutureengagement.Guidelines/CaveatsVariationsPage3.11Nocompellingevent(#5),ORNotinapositiontocompeteEstablishpresenceforthefutureContinuetocollectprofiledata(1-20)Focusonexecutivecredibility(#12)QualifyyourROI(#18)Nocompellingevent(#5)Establishapresence,listenandwaitInvestmentmarketingNotinapositiontocompete(#7)Attractivefuturealternative(#10)Requiresinsidesupport(#11)InvestDelay厄怨嚼低捆券昌礎(chǔ)賃撕蕪泰蜀壯籬鵑泳滌蝸椽錨蓬淖霍渺華變夾殿峭絕廁銷售培訓(xùn)英文版銷售培訓(xùn)英文版TAS.STD.OTE.070.01.120597.060100.ppt*DevelopStrategyDefinitionAdeOnceyouhaveinitiatedyourstrategy,itshouldremainfixed,unlessthereisamajorshiftintheprofileinformation.Youshouldhaveasinglestrategyforasingleopportunity.StrategyOpportunityStrategyStrategyStrategyOpportunityAOpportunityBOpportunityCIftherearemultipleopportunitieswithinthesameaccount,youcanhavemultiplestrategies.StrategyGuidelinesPage3.12FrontalDevelopFlanking筍烘閻郭拋相吊譬譬藤鹿癱拜盔暫馱斌催頰纏潑鋪蟄痙盒怨固飛膽統(tǒng)毒濱銷售培訓(xùn)英文版銷售培訓(xùn)英文版TAS.STD.OTE.070.01.120597.060100.ppt*OnceyouhaveinitiatedyoursSummaryStartDoyouhavea3:1advantage?Canyouchangeorexpand

thebuyingcriteria?Canyoufindaprofitablesubsetoftheopportunitythatyoucanwin?Doyouhaveapositionintheaccountthatyoumustprotect?Istherefuturerevenue(#17)orstrategicvalue(#20)?DisengageNNNYYYYYYNNFrontalSolutionReputationFlankingABAA+1FragmentNicheCoexistenceDefendInsulateIsolateDevelopInvestDelayIsthereacompellingevent

(#5)orcanyoucrea