文档介绍：Solution Selling1
A Powerful Tool for Salespeople
Who is Selling bination of
Products, Services and Concepts
1
A new approach to generate prospects and new business.
A behaviorally-correct technique for developing buyer needs, specific to your product, service and concept.
An integrated buyer-qualification model which targets access to power, committee decisions, and the negotiation of the sales cycle.
A prototype for developing sales tools, specific to your products and markets, which enables sales people to eed immediately while they gain the expertise they will need long term.
A set of tools which enables management to manage pipeline, assign prospecting activity, control the cost of sales, and predict future business more accurately.
Sales ponents
2
Diagnostics and Power Based Selling
Both are sales models which integrate with and expand Sales Training.
Diagnostics selling helps in the area of needs processing and decision management.
Power Base Selling helps establish a political influence strategy and petitive sales strategy.
3
THE TRADITIONAL
PROCESS
THE DIAGNOSTIC
PROCESS
UNSTABLE RELATIONSHIP
STABLE RELATIONSHIP
Close
Presentation
Problem Solving
Qualifying
45%
35%
15%
5%
5%
10%
35%
50%
Agreement
Presentation
Design Solutions
Problem Solving
Diagnosis
Traditional vs. Diagnostic
4
Sales Process Overview
Target potential opportunities
Pre-call planning and research
Create curiosity and hope
Rapport, credibility, credentials
Develop buyer and user needs
determine pain, critical issues
diagnose reasons with bias toward offerings
determine impacts across anization - who, how, financial
create, participate in, reengineer buyer visions
clarify expectations and ownership
Agree on evaluation criteria
5
Determine capabilities needed to meet buyer vision
Present offerings
Buyer acceptance of offerings
Mutually agree on ROI
Negotiate a win/win profitable agreement
Implement as agreed, measure ess criteria
Continue to develop relati