非常好的解决方案销售培训资料PPT推荐.ppt

非常好的解决方案销售培训资料PPT推荐.ppt

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SolutionSelling1APowerfulToolforSalespeopleWhoisSellingaCombinationofProducts,ServicesandConcepts1Anewapproachtogenerateprospectsandnewbusiness.Abehaviorally-correcttechniquefordevelopingbuyerneeds,specifictoyourproduct,serviceandconcept.Anintegratedbuyer-qualificationmodelwhichtargetsaccesstopower,committeedecisions,andthenegotiationofthesalescycle.Aprototypefordevelopingsalestools,specifictoyourproductsandmarkets,whichenablessalespeopletosucceedimmediatelywhiletheygaintheexpertisetheywillneedlongterm.Asetoftoolswhichenablesmanagementtomanagepipeline,assignprospectingactivity,controlthecostofsales,andpredictfuturebusinessmoreaccurately.SalesTrainingComponents2DiagnosticsandPowerBasedSellingBotharesalesmodelswhichintegratewithandexpandSalesTraining.Diagnosticssellinghelpsintheareaofneedsprocessinganddecisionmanagement.PowerBaseSellinghelpsestablishapoliticalinfluencestrategyandacompetitivesalesstrategy.3THETRADITIONALPROCESSTHEDIAGNOSTICPROCESSUNSTABLERELATIONSHIPSTABLERELATIONSHIPClosePresentationProblemSolvingQualifying45%35%15%5%5%10%35%50%AgreementPresentationDesignSolutionsProblemSolvingDiagnosisTraditionalvs.Diagnostic4SalesProcessOverviewTargetpotentialopportunitiesPre-callplanningandresearchCreatecuriosityandhopeRapport,credibility,credentialsDevelopbuyeranduserneedsdeterminepain,criticalissuesdiagnosereasonswithbiastowardofferingsdetermineimpactsacrosstheorganization-who,how,financialcreate,participatein,reengineerbuyervisionsclarifyexpectationsandownershipAgreeonevaluationcriteria5DeterminecapabilitiesneededtomeetbuyervisionPresentofferingsBuyeracceptanceofofferingsMutuallyagreeonROINegotiateawin/winprofitableagreementImplementasagreed,measuresuccesscriteriaContinuetodeveloprelationshipUsesuccesstoleverageotheropportunitiesSalesProcessOverview（cont）6HighDifficultySellingConceptual/intangibleDifficulttolearnandexplainPerceivedasexpensivePerceivedascomplexRequiresmajorchangebybuyerSoldtocommitteesSmallorganizationsellingtolarge7SuperiorSellerSituationKnowledgeCapabilityKnowledgePeopleSkillsSellingSkillsSituationalFluency-Alignwithyourbuyer-Alignwithyourbuyer8BasicPrinciplesNoPAIN,noChangeDiagnosebeforeyouprescribeThreelevelsofBuyerPAINPeoplebuyfrompeoplePowerbuysfrompower“Product”=BuyerVISUALIZATIONYoucantselltosomeonewhocantbuy9LatentPainVs.PainLATENTPAINPAINCURRENTACTIVEEVALUATIONS10ThreeLevelsofBuyerPainLevelOne:

@#@LATENTPAINLevelTwo:

@#@PAINLevelThree:

@#@VISUALIZATION11DefinitionofNeedsLevelOne:

@#@LatentPainPotentialneedsforaproductorserviceinthemindoftheseller.Latentneedsareusuallyeitherignoranceorrationalizations.Apotentialbuyerisunawarethatapotentialsolutionexistsorhaspreviouslyattemptedtofindasolutionandwasunsuccessful.Itis/was“tooexpensive”or“toocomplicated”or“toorisky”,etc.LevelTwo:

@#@PainComplaintstatementsbythebuyeraboutproblems,difficultiesordissatisfactionwiththeexistingsituation,iepain.Complaintstatementsindicatethatthebuyerknowshe/shehasaproblem,butdoesnotknowhowtosolvetheproblem.LevelThree:

@#@VisionofaSolutionCapabilitystatementsbythebuyerindicatingthatthebuyeracceptsresponsibilityforsolvingtheproblemandspecifyingtheprecisecapabilitiesneededtodealwiththeproblem.Thesellermustparticipatepersonallyinthedevelopmentoftheneedinorderforittobeaqualifiedneed.12DefinitionofNeeds（cont）VisionofaSolutionNOTE:

@#@Whenabuyerhasavisionofasolution,hedoesnotexpectthesellertosolvetheproblem,butcannow“see”himselfsolvingtheprobleminhismind.Heisenabled.13ExamplesofNeedsLevelOne:

@#@LatentNeedsPeoplestandinginlinefortransactionsontheirlunchhouratthebank.Inventorybuild-upduetoobsoleteparts.Peoplemanuallyre-keyingdatafromunlikefinancialsystems.Anentrepreneurwithnodisabilityinsurance.LevelTwo:

@#@Pain“Wearelosingcustomersbecausepeoplehatestandinginlonglines”.“Ourinventoryismuchtoohigh.”“There-keyingerrorsarekillingus”.“ImworriedaboutwhatwillhappentomybusinessifIgetsick.”LevelThree:

@#@VisionofaSolution“Weneedtobeabletohandletheaveragebankingtransactioninunder60seconds”.“Ineedtobeabletosortmyinventorybydateoflastuse.”“Weneedtheabilitytoconsolidatedatafromunlikesystemswithoutre-keying.”“IneedtheabilitytogenerateXdollarsofincomeevenifIamdisabled”.14TypesofApprovalSponsorBeneficiariesAdversariesLegal/Technical/AdministrativeFinancialPowerSponsorPOWER15ComponentsofaSalePAIN+POWER+VISION+MOMENTUM+PROCESS=SALE16HowPeopleBuyLatentPainPainVisualizationMatchVisionCostJustifyOvercomeFearofRiskPriceJustifyTakeAction17AlignmentofBuying&@#@SellingPhasesPhaseIPhaseIIPhaseIIINeedDefinitionEval