重点客户如何销售(powerpoint 79页)

Welcome toWelcome toWelcome toWelcome toTarget Account Target Account Target Account Target Account SellingSellingSellingSelling 2022/9/102022/9/10Page 1.Page 1.1 1Program ObjectivesProgram ObjectivesDevelopingDeveloping and testing a comprehensive plan for your sales opportunityEnablingEnabling you to communicate more effectively with your teamShiftingShifting your sales focus from tactical to strategicHelp you win by.Help you win by.FocusingFocusing on the right issues with the right peopleat the right timeTAS.STD.OTE.070.01.120597.060100.pptSiebel Systems,Inc.All rights reserved.*TAS.STD.OTE.070.01.120597.060100.pptSiebel Systems,Inc.All rights reserved.*Page 1.Page 1.2 2Program MapProgram MapOpportunity Opportunity AssessmentAssessmentStrategyStrategyPoliticsPoliticsAlignmentAlignmentPlanningPlanningTestingTestingImplementationImplementationProgram ModulesProgram ModulesAssess the Assess the OpportunityOpportunitySet the Competitive Set the Competitive StrategyStrategyIdentify the Identify the Key PlayersKey PlayersDefine the Define the Relationship StrategyRelationship StrategyTurn IdeasTurn IdeasInto ActionsInto ActionsTest and ImproveTest and Improvethe Planthe PlanImplement the Implement the ProcessProcessTarget Account Selling ProcessTarget Account Selling Process1 12 23 34 45 56 67 7TAS.STD.OTE.070.01.120597.060100.pptSiebel Systems,Inc.All rights reserved.*TAS.STD.OTE.070.01.120597.060100.pptSiebel Systems,Inc.All rights reserved.*Page 1.Page 1.4 4VersatilityVersatilityLevel 1Level 1Level 2Level 2Level 3Level 3FocusFocusOrientationOrientationRepertoireRepertoireFinanceFinanceRelationshipsRelationshipsEventEventProduct/ServiceProduct/ServiceTechnologyTechnologyPricePriceOperationsOperationsProcessProcessBusinessBusinessServicesServicesCostCostManagementManagementOutcomeOutcomePoliticalPoliticalSolutionSolutionValueValueExecutiveExecutiveTAS.STD.OTE.070.01.120597.060100.pptSiebel Systems,Inc.All rights reserved.*TAS.STD.OTE.070.01.120597.060100.pptSiebel Systems,Inc.All rights reserved.*Page 1.Page 1.5 5DevelopmentDevelopmentStatusStatusModeModePoliticsPoliticsResourcesResourcesPerformancePerformanceConsideredConsideredReactiveReactiveAwareAwarePremature orPremature orExcessiveExcessiveInconsistentInconsistentLevel 1Level 1Level 2Level 2Level 3Level 3PreferredPreferredResponsiveResponsiveAgileAgileTimely&JudiciousTimely&JudiciousConsistentlyConsistentlyAchievesAchievesDominantDominantProactiveProactiveAstuteAstuteHigh ROIHigh ROIReliably ExceedsReliably ExceedsTAS.STD.OTE.070.01.120597.060100.pptSiebel Systems,Inc.All rights reserved.*TAS.STD.OTE.070.01.120597.060100.pptSiebel Systems,Inc.All rights reserved.*Page 1.Page 1.6 6Not in ControlNot in ControlSalesSalesPersonalPersonalControl is providing business value for the customer whileControl is providing business value for the customer whileforcing the competition to operate in react mode.forcing the competition to operate in react mode.It is difficult to control external events unless you areIt is difficult to control external events unless you arein control.in control.Unreturned phone callsUnreturned phone callsNo access to informationNo access to informationCriteria slantedCriteria slantedCriteria constantly changesCriteria constantly changesDelaysDelaysBudget goes awayBudget goes awayQuestioning by customers Questioning by customers probing your weaknessesprobing your weaknessesPlayers changePlayers changeMeetings cancelledMeetings cancelledMeetings delegatedMeetings delegatedPreoccupied with pricePreoccupied with priceNo inside supportNo inside supportNot knowing youre Not knowing youre winningwinningAlways 5 minutes lateAlways 5 minutes lateToo many hoursToo many hoursToo much telephone timeToo much telephone timeContinual crisisContinual crisisNot having funNot having funTAS.STD.OTE.070.01.120597.060100.pptSiebel Systems,Inc.All rights reserved.*TAS.STD.OTE.070.01.120597.060100.pptSiebel Systems,Inc.All rights reserved.*Page 1.Page 1.7 7PurposePurposeProvide you with a structured,repeatable Provide you with a structured,repeatable methodology for analyzing a sales opportunitymethodology for analyzing a sales opportunityBenefitsBenefitsQualify opportunities faster and more effectively Qualify opportunities faster and more effectively by analyzing them from the most critical by analyzing them from the most critical customer,business and competitive perspectivescustomer,business and competitive perspectivesInvest time,energy and resources on the Invest time,energy and resources on the opportunities you are most likely to winopportunities you are most likely to winCommunicate the key issues more effectively Communicate the key issues more effectively using a common languageusing a common languageOutputOutputComprehensive assessment of your current Comprehensive assessment of your current sales opportunitysales opportunityOpportunity AssessmentOpportunity AssessmentAssess the Assess the OpportunityOpportunitySet the Competitive Set the Competit