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Themessagedrivensalesprocess™Name:__________________________Instructor:______________________Week:__________________________Role-PlayGroup#:________________CaseStudyTeam:_________________信息驱动的销售过程™姓名:__________________________讲师:______________________周:__________________________角色表演小组#:________________案例研究小组:_________________a.Copyright2003CustomerCentricSystems,LLC().b.CustomerCentricSelling®isatrademarkandservicemarkofCustomerCentricSystems,LLC.c.Thismaterialisownedby,andthepropertyofCustomerCentricSystems,LLC.Thismaterialisintellectualpropertyandisconfidential.Anyreproduction,copying,orotheruseofthismaterialinanymannerwithouttheexpresswrittenpermissionoftheownerisstrictlyprohibited.d.SolutionDevelopmentPrompter™,SolutionDevelopmentProcess™,OpportunityQualificationRoadMap™,ConversationalRoadMap™areTrademarksofCustomerCentricSystems,LLC.e.SolutionDevelopmentPrompter™,SolutionDevelopmentProcess™,OpportunityQualificationRoadMap™,ConversationalRoadMap™areTrademarksofCustomerCentricSystems,LLC.ManualRev.foruseinAsiaPacific:21February2005CustomerCentricSelling®SkillsProspecting&BusinessDevelopmentAlignment(3-Dimensional)–Personal–BuyingInfluenceStartingPoint–HorizontalSolutionDevelopmentKeyPlayerQualificationOpportunityQualification&ControlEstablishingBusinessValueNegotiationCCSProcessManagementMODULE1MODULE2MODULE3MODULE4MODULE6MODULE7MODULE8MODULE5a.2003版权CustomerCentricSystems,LLC()。b.CustomerCentricSelling®是CustomerCentricSystems,LLC的商标和服务标志。c.这份材料属CustomerCentricSystems,LLC所有财产。这份材料受知识产权保护，是保密材料。如没有所有人的书面许可，严禁复制、拷贝或用于其他用途。d.方案开发激励者™、方案开发程序™、机会认定路线图™、对话路线图™是CustomerCentricSystems,LLC的商标。e.方案开发激励者™、方案开发程序™、机会认定路线图™、对话路线图™是CustomerCentricSystems,LLC的商标。经手工修订，用于亚太地区:2005年2月21日CustomerCentricSelling®技术潜在主顾和业务发展组合(3维)–人员–采购权力人起点–水平线解决方案开发关键人物资质认定机会认定和控制建立商业价值谈判CCS流程管理模块1模块2模块3模块4模块6模块7模块8模块5WorkshopOutlineDay112:00pmWorkshopbegins3:00pmBreak6:00pmEndofWorkshopBeginTeamAssignmentDay28:00amWorkshopbegins10:00amBreak12:00pmLunch3:00pmBreak5:30pmEndofWorkshopBeginTeamAssignmentDay38:00amWorkshopbegins10:00amBreak12:00pmLunch3:00pmBreak5:30pmEndofWorkshopBeginTeamAssignmentDay48:00amWorkshopbegins12:30pmWorkshopendsRulesofEngagementSpeakupifthereisaproblem•Temperature•Coffee•LightingPleaseberespectfuloftheworkshopenvironment:Turncellphones&pagersoff.NOTE:Thereare2-3hoursofteamhomeworkeachevening.Lunchisscheduleddailyfrom12:00PMto1:00PM.Therearebreaksinthemorningandafternoon.AdjournmentonDay4willbeby12:30PM.EventKick-offWorkshopObjectivesRACSObjectivesWorkshopModulesCCSCoreConceptsRAProcessMapIntroductiontoCCSSellingIssuesManagementIssuesCompetencyComponentsMarketKnowledgeLab:CaseStudyProspectProfileProductUsageKnowledgeExercise:CreatingCapabilities(EQPAformat)Pages28-38MODULE1:CCSSkill-AlignmentPersonalStartingPointHorizontalCORECONCEPT#1:YougetdelegatedtothepeopleyoutalklikePages39-58MODULE2:CCSSkill-SolutionDevelopmentCORECONCEPT#2:PeoplearebestconvincedbyreasonstheythemselvesdiscoverCORECONCEPT#3:Nogoal,Noprospect:TheonlypersonwhocancallitaSolutionistheprospect!CORECONCEPT#4:Youcanonly“sell”tosomeonewhocan“buy”LookingVs.NotLookingInitiatingBuyingCyclesAgenda:Day1KeyPlayerDefinitionsKeyPlayerOpportunityMapLab:CaseStudyOpportunityMapCORECONCEPT#5:TaketimetodiagnosebeforeyouofferaprescriptionQuestioningEtiquetteSolutionDevelopmentStepsSolutionDevelopmentPrompter™:PlantManagerPAGE56ROLE-PLAY1:BasicSolutionDevelopment(approx.50minutes)6:00-Wrap-up&BeginEveningAssignment12:00PM研讨会概要第1天下午12:00研讨会开始下午3:00休息下午6:00研讨会结束开始小组任务第2天上午8:00研讨会开始上午10:00休息下午12:00午饭下午3:00休息下午5:30研讨会结束开始小组任务第3天上午8:00研讨会开始上午10:00休息下午12:00午饭下午3:00休息下午5:30研讨会结束开始小组任务第4天上午8:00研讨会开始下午12:30研讨会结束规定如有问题请提出•温度•咖啡•光线请维护研讨会环境:关掉手机和呼机注意：每天晚上有2－3小时的小组作业。每天午饭时间是从12:00到下午1:00。上午、下午都有休息。第4天的休会时间延长到下午12:30。开始研讨会目的RACS目标研讨会模块CCS核心概念RA程序图介绍CCS销售问题管理问题能力构成市场知识研究室:案例研究潜在客户概况产品使用知识练习:创建能力(EQPA公式)第28–38页模块1:CCS技术－组合个人的起点水平线核心概念#1:你被授权为代言人第39–58页模块2:CCS技术－解决方案开发核心概念#2:人们最信服他们自己发现的原因核心概念#3:没有目标就是没有潜在客户，唯一能将其成为解决方案的人就是潜在客户!核心概念#4:你只能“卖”给那些能“买”的人。关注－不关注启动采购周期议程:第1天关键人物定义关键人物机会图研究室:案例研究机会图核心概念#5:开处方前要花时间诊断提问礼节方案开发步骤方案开发激励者™:工厂经理第56页角色表演1:基本解决方案开发（大约50分钟）6:00-结束并开始布置作业12:00PMReviewofDay1Pages59-82MODULE2:CCSSkill-SolutionDevelopment,continuedRevisitCompetencyComponentsRAProcessMap,continuedCORECONCEPT#6:EmotionaldecisionsarejustifiedbyvalueandlogicRequirementsVs.VendorA,B,C…SuccessStoryComponentsConversationalRoadMap#1:InboundContactGoalIdentificationMenuofGoals/SuccessStorySolutionDevelopment(byProxy)CurrentSituation/Capabilitiesw/ValueMeasurementGoalExpansionCORECONCEPT#7:MakeyourselfequalTHENmakeyourselfdifferent…OtherwiseyouarejustdifferentSelf-GeneratedVs.CompetitiveVisionExercise:PlausibleEmergencyCreationROLE-PLAY2:EnhancedSolutionDevelopmentPages83-106MODULE3:CCSSkill-KeyPlayerQualificationRAProcessMap,continuedSalesCallDebriefQuestionsLettertoPotentialChampion(5QualificationComponents)EngagingwithOtherKeyPlayersKayPlayerQualificationMapCORECONCEPT#8:BadnewsEARLYisGOODnewsFollowUptoChampionLetterQualificationDec