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TMSInformationTST10081AWinnerinComplexSales進階策略銷售訓練TMSInformationTST10082許多「專業銷售代表」在複雜、多變的大型銷售個案中贏得最後勝利！事後，他們都相信「運氣」及「擁有好的關係」並非(或不全是)導致其成功的重要因素。TMSInformationTST10083當銷售個案的環境；或其組織生態發生「改變」；不論大小，都極可能在未來產生「衝擊」，而影響全局的最後成敗。TMSInformationTST10084僅憑今日你所擁有或掌握的，將不足以因應那些因「改變」而帶來的衝擊。面對未知的改變TMSInformationTST10085在銷售的過程中，往往必需經過不止一個「人」的同意，方得以定案。大型銷售個案特性TMSInformationTST10086大多取決於..............結構化的行銷，而非單純的「產品」或「價格」大型銷售個案特性TMSInformationTST10087讓我們來聽聽David的故事TMSInformationTST10088Mr.WangCEOADMVPFINVPJamesTDIRS&MGMLucyMgrMgrMr.MaMs.LinMaryBODAWinnerinComplexSalesTMSInformationTST10089ACo.,DavidBCo.,RichardXCompany-10M-120days-NetworkANewBMW10daysvacation6daysforFishing4daysforSS???Mr.WangCEOADMVPFINVPJamesTDIRS&MGMLucyMgrMgrMr.MaMs.LinMaryBODTMSInformationTST100810一個週嚴的「銷售策略」將輕鬆且自然的展開精彩的「銷售戰術」。進行大型銷售個案TMSInformationTST100811「且戰且走」或「船到橋頭自然直」絕非正途........宜儘早回頭進行大型銷售個案TMSInformationTST100812不是那個「賣冰箱」給「愛司基摩人」的那位SuperSales!他們持完整、邏輯、可重複的銷售計劃進行，他們永不滿足！..........善用「策略銷售」TMSInformationTST100813是戰爭前；「佈陣」、「用兵計劃」的「藝術」表現。策略TMSInformationTST100814專注每個個案鞏固競爭優勢，以達成既訂的「銷售目標」。分析現況與你方的形勢思考如何取得或提升競爭優勢擬訂行動計劃執行行動計劃TMSInformationTST100815「策略銷售」的邏輯1.關鍵影響人員2.客戶「反饋型態」3.警示訊號/槓桿作用4.「贏」的策略5.銷售對象管理6.銷售對象剖析、篩選關鍵分析要項策略擬訂取得有利的銷售位置以提升競爭優勢TMSInformationTST100816銷售位置TMSInformationTST100817TMSInformationTST100818驚慌與焦慮陶醉與自滿「船到橋頭自然直」絕非正途宜儘早回頭!!TakeAction&Move!!TMSInformationTST100819陶醉與自滿「船到橋頭自然直」絕非正途宜儘早回頭!!驚慌與焦慮CloseChange!!CurrentPosition-ITargetPositionTakeAction&Move!!CurrentPosition-IITMSInformationTST100820銷售位置管理我必需作那些改變，以消除憂慮？是否需要改變，以為鞏固？驚慌陶醉確定的結果不確定的結果停TMSInformationTST100821ACo.,DavidBCo.,RichardXCompany-10M-120days-NetworkANewBMW10daysvacation6daysforFishing4daysforSS???Mr.WangCEOADMVPFINVPJamesTDIRS&MGMLucyMgrMgrMr.MaMs.LinMaryBODTMSInformationTST100822Workshop1PowerSalesTMSInformation-Form0137-2CaseNo.:___Reviewedby:_______Reviewdate:Projectobjective:________________________________________________________________________________________________________________Changes:1.___________2.________________3.________________*PleaseratingtheChangesby(+/-)*Previousactivitiesreview:__________________________________________________________________________________________________________________________________________________________________________________________________Keyinfluencereview:TitleResponseModeRedflagStatusdescription(EB)____________________________________________________________________________________________________________________________(TB)____________________________________________________________________________________________________________________________(UB)____________________________________________________________________________________________________________________________Coach________________________________________________________________________________________________________________________NEW________________________________________________________________________________________________________________________Positiontest:EuphoriaGreatSecureComfortOKConcernDiscomfortWorryFearPanicActionWhenResource/Concern1.2.3.4.Nextreviewtime://AM:PM:S/R:__________Mgr:__________TMSInformationTST1008231.確定「銷售目標」2.檢驗並評估相關的「改變」3.測試現今「銷售位置」4.擬定策略與行動計劃以改善「銷售位置」.Workshop1:銷售位置TMSInformationTST100824CaseNo.:Filecreatedate://Projectname:__________Projectowner:________________Projectvalue:_________(K)Others:____________________________________________________________________________________________________________Majorcontactpersons:NameTitlePhoneAddress1.2.3.4.Organizationchart:Purchaseprocedure:Majorcompetitors:CompanyStrength/Weakness1.2.Currentstatus:_______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________TMSInformation-Form0137-1ConfidentialTMSInformation-Form0137-1CaseNo.:Reviewedby:Reviewdate://Projectobjective:________________________________________________________________________________________________________________Changes:1.______________2.________________3.__________________*PleaseratingtheChangesby(+/-)*Previousactivitiesreview:__________________________________________________________________________________________________________________________________________________________________________________________________Keyinfluencereview:TitleResponseModeRedflagStatusdescription(EB)____________________________________________________________________________________________________________________________(TB)____________________________________________________________________________________________________________________________(UB)____________________________________________________________________________________________________________________________Coach________________________________________________________________________________________________________________________NEW_______________________________