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销售培训目标解释销售.ppt

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WelcometoTargetAccountSelling®ProgramObjectivesProgramMapSalesReturnonInvestmentVersatilityDevelopmentNotinControlPurposeProvideyouwithastructuredrepeatablemethodologyforanalyzingasalesopportunityBenefitsQualifyopportunitiesfasterandmoreeffectivelybyanalyzingthemfromthemostcriticalcustomerbusinessandcompetitiveperspectivesInvesttimeenergyandresourcesontheopportunitiesyouaremostlikelytowinCommunicatethekeyissuesmoreeffectivelyusingacommonlanguageOutputComprehensiveassessmentofyourcurrentsalesopportunityIntroductionFourKeyQuestions-The4PrinciplesofSellingIsThereAnOpportunity?#5–CompellingEventCanWeCompete?#10–UniqueBusinessValueAnswerthequestions...What’stheissue?Howisitaffectingthecustomer?Whataretheconsequencesorpayback?Howcanyouhelp?ValuePropositionTemplatesSampleValuePropositionsCanWeWin?IsItWorthWinning?OpportunityAssessmentIndividualExercise:CurrentOpportunityOpportunityAssessmentBusinessPartnersThePartner’sRoleinYourValueChainPartnerAssessmentWorksheetTeamActivity:AnalyzeYourBusinessPartnersPurposeProvideyouwithaframeworkfordevelopingawinningstrategyBenefitsAlignyoursalesobjectiveswiththecustomer'sbusinessobjectivessoyoucancommunicateyouruniquebusinessvalueSelectacompetitivesalesstrategythatenablesyoutoclosethesalesopportunityOutputAnalysisofyourpositionforthisopportunityCompetitivestrategytowinyoursalesopportunityTASPlanningMethodologyGoalTheArtofWar–SunTzuFrontalStrategyFragmentStrategyDefendStrategyDevelopStrategyOnceyouhaveinitiatedyourstrategyitshouldremainfixedunlessthereisamajorshiftintheprofileinformation.SummaryPurposeProvideyouwithaframeworkforanalyzingthecustomer’sorganizationBenefitsShortenyoursalescyclebyspendingtimewiththerightpeoplediscussingtherightissuesUnderstandthecustomer’spoliticssothatyouavoidsur