IBM销售技巧培训-课件PPT推荐.ppt

1、,職位 許可權 影響力,瞭解,和有影響力的人建立關係 添加價值，並幫助他們被認可 證明你對他們的影響力,行動,17,政治銷售關鍵人物,敵對者Hostile不支持者Non-supporter中立者Neutral支持者Supporter贊助者Sponsor堅定贊助者Power Sponsor,18,政治銷售支持者-Supporter,傾向於你的解決方案，並希望你贏；提供保密和有獨特的價值的內部資訊；告知如何在客戶內部尋找和建立關係；説明你瞭解客戶組織內部關鍵人物的個人需求；,19,政治銷售贊助者-Sponsor,提供獨特的有價值的內部資訊；會支持讓你參加重要的內部會議；會公開的推動銷售機會的進展；

2、是你在客戶內部的銷售；具有接觸客戶更高決策層的能力和影響力；,20,政治銷售堅定贊助者-Power Sponsor,在客戶的決策團隊中，具有最大的影響力；能夠領導決策過程，無論預算或職位狀況；能夠阻止任何的不同意見；能夠帶領銷售到客戶的任何部門；,21,政治銷售不支持者-Non-Supporter,忽略他們孤立或者中立他們把他們轉變成支持者或贊助者把他們保持在監控範圍之內,4種對待不支持者的策略,22,政治銷售組織結構圖,CEO,Sales Director,Marketing Director,HR Director,Manufacture Director,U,I,A,CFO,D,E,SN

3、,PS,H,SP,N,A ApproverU UserI InfluencerD Decision MakerE-Evaluator,SP-SupporterSN SponsorPS Power SponsorH-HostileN-Neutral,23,政治銷售總結,建立你自己的影響圈；瞭解客戶的個人需求；NO SPONSOR=NO SALE,24,專案評估Opportunity Assessment,25,專案評估,這是一個銷售機會嗎?1.客戶的市場計畫2.客戶的業務情況3.客戶的財務狀況4.客戶的預算狀況5.客戶的採購意願和動力,IBM能否競爭?6.客戶的正式決策流程7.解決方案是否契合客

4、戶的市場計畫8.解決方案是否契合客戶的業務需求9.所需的配比資源和能力10.獨特的價值11.目前與客戶的關係,26,專案評估,IBM能贏嗎?12.與客戶關鍵決策人物的接觸13.客戶購買意願14.非正式的決策過程15.客戶內部的政治情況16.企業文化的相容17.專案的評估,值得去贏嗎?18.短期業績19.長期機會20.利潤狀況21.風險評估22.戰略價值,27,SSM 以客戶為中心的銷售流程,28,Product,market&business knowledgeHas a thorough grasp of products&servicesFully aware of competitors

5、 activities&market trendProfit consciousDisplays expertise in sales processCustomer relationshipQuickly builds rapport&easily establishes relationship with customersEngages in activities that will promote long-term collaboration with partners/distributors/customersKnows the key players within the cu

6、stomer organizations and build broad-based support to sustain and expand the relationship.Fact finding and problem solvingUncovers&deeply understands customers business needsAble to explore a range of solutions that address customers concernAble to handle complex situation with good judgmentTakes ad

7、vance action against potential problems and able to develop contingency plans,Sales Core Competence 1,29,CommunicationSpeaks fluently and confidentlyWrites clearly and conciselyAble to deliver well-organized&high-impact presentation for a range of customersAble to create effective,professional docum

8、ents and proposalsResult-drivenWillingly takes calculated risk to achieve sales objectivesPerseveres to attain&exceed challenging goalsMonitors and tracks progress to ensure meeting customers needs as promisedAlways ready to explore new opportunitiesNegotiate and influencePersuades others with effec

9、tive rationalesAble to change peoples view and influence their decisionAddress objections skillfully,Sales Core Competence 2,30,ReliabilitiesFollows directions from supervisors and respect policies and proceduresDisplays high integrityEarns trust of others through making and keeping realistic commit

10、mentDemonstrates a strong sense of ownershipCreativity and flexibilityAble to create new ideas,methods,practical solutionsWilling to adapt oneself to the new or changing situationsCopes with stress effectivelyStays positive despite set-backsActs on own initiatives to continuously improve processesPe

11、rsonal EffectivenessDevelops effective and supportive relationship with colleaguesOrganizes own time effectively and set the right prioritiesKnows when to work alone and when to work together with othersAble to allocate and manipulate the right resource to meet business needs,Sales Core Competence 3

12、,31,面談注意事項,基本禮儀和禮貌充分準備，突顯專業水準聽比說重要確認，確認，再確認不可急於求成，遺留後患先為人，後成事,32,面談基本技巧Basic Customer Call Skill,33,以客戶為中心更加看重知識業務關係的確立與客戶之間經常保持密切的聯繫,推銷策略的轉變,34,知識比以前更為廣闊而深入的知識層面技巧必須把這些技巧運用得更深入和更連貫態度決斷,熱誠,樂觀,專業精神,對客戶有所承諾,以及樂於辛勤工作以求達到客戶的目標個人素質,銷售能力新指標,35,從積極正面的角度開始業務拜訪合理有效地使用客戶和自己的時間營造一個開放的資訊充分交流的氣氛提出高品質的問題從而對客戶的需要有

13、一個清楚,完整和有共識的瞭解策略性的向客戶介紹自己的產品和組織以開放及有效的方式回答客戶的擔心以適當及清楚的帶有承諾的方式結束業務拜訪,如何進行成功的業務拜訪,36,滿足需要的推銷方法開場白尋問說服達成協議克服客戶的不關心客戶的顧慮消除客戶的顧慮,主要內容,37,在開場白中,你應該交換有關這次拜訪要談及和達成事項的資料,在說服時,你應該提供有關你如何能滿足客戶需要的資料,在達成協議時,你應該交換有關下一步合作的資料,成功的業務拜訪雙贏,38,銷售核心能力,39,好銷售的共性,對“人”感興趣對“生意”感興趣（博弈）對“溝通”和“心理學”感興趣好學的個性和習慣良好的心理素質,最偉大的推銷員 圈子圈套 佛蘭克林自傳 喚起心中的巨人 藍海戰略,40,