IBM--销售技巧

•Presentationsubtitle:20ptArialRegular,greenR223|G255|B102Recommendedmaximumlength:2lines•Confidentiality/dateline:13ptArialRegular,whiteMaximumlength:1line•Informationseparatedbyverticalstrokes,withtwospacesoneitherside•Disclaimerinformationmayalsobeappearinthisarea.Placeflushleft,alignedatbottom,8-10ptArialRegular,white•IBMlogomustnotbemoved,addedto,oralteredinanyway.Indicationsingreen=LivecontentIndicationsinwhite=EditinmasterIndicationsinblue=LockedelementsIndicationsinblack=Optionalelements•Presentationtitle:28ptArialRegular,whiteRecommendedmaximumlength:2lines•Groupname:17ptArialRegular,whiteMaximumlength:1line•Copyright:10ptArialRegular,white©2002IBMCorporationTemplaterelease:Oct02Forthelatest,goto|Date|OtherInformation,ifnecessaryForclientpresentations,client’slogomaygointhisareaComputerServicesIndustry,IBM©2006IBMCorporation销售技巧培训TDL•IBMlogomustnotbemoved,addedto,oralteredinanyway.•Backgroundshouldnotbemodified,exceptforquotes,whichusegraybackground.•Title/subtitle/confidentialityline:10ptArialRegular,whiteMaximumlength:1lineInformationseparatedbyverticalstrokes,withtwospacesoneitherside•Slideheading:28ptArialRegular,lightblueR204|G204|B255Maximumlength:2lines•Slidebody:18ptArialRegular,whiteSquarebulletcolor:greenR223|G255|B102Recommendedmaximumtextlength:5principalpoints•Groupname:14ptArialRegular,whiteMaximumlength:1line•Copyright:10ptArialRegular,whiteTemplaterelease:Oct02Forthelatest,goto©2006IBMCorporationOptionalslidenumber:10ptArialBold,whiteIndicationsingreen=LivecontentIndicationsinwhite=EditinmasterIndicationsinblue=LockedelementsIndicationsinblack=Optionalelements2销售与销售的区别公司与公司的区别PASSION–热情UNIQUEVALUE–独特价值•IBMlogomustnotbemoved,addedto,oralteredinanyway.•Backgroundshouldnotbemodified,exceptforquotes,whichusegraybackground.•Title/subtitle/confidentialityline:10ptArialRegular,whiteMaximumlength:1lineInformationseparatedbyverticalstrokes,withtwospacesoneitherside•Slideheading:28ptArialRegular,lightblueR204|G204|B255Maximumlength:2lines•Slidebody:18ptArialRegular,whiteSquarebulletcolor:greenR223|G255|B102Recommendedmaximumtextlength:5principalpoints•Groupname:14ptArialRegular,whiteMaximumlength:1line•Copyright:10ptArialRegular,whiteTemplaterelease:Oct02Forthelatest,goto©2006IBMCorporationOptionalslidenumber:10ptArialBold,whiteIndicationsingreen=LivecontentIndicationsinwhite=EditinmasterIndicationsinblue=LockedelementsIndicationsinblack=Optionalelements3SSM销售方法论•IBMlogomustnotbemoved,addedto,oralteredinanyway.•Backgroundshouldnotbemodified,exceptforquotes,whichusegraybackground.•Title/subtitle/confidentialityline:10ptArialRegular,whiteMaximumlength:1lineInformationseparatedbyverticalstrokes,withtwospacesoneitherside•Slideheading:28ptArialRegular,lightblueR204|G204|B255Maximumlength:2lines•Slidebody:18ptArialRegular,whiteSquarebulletcolor:greenR223|G255|B102Recommendedmaximumtextlength:5principalpoints•Groupname:14ptArialRegular,whiteMaximumlength:1line•Copyright:10ptArialRegular,whiteTemplaterelease:Oct02Forthelatest,goto©2006IBMCorporationOptionalslidenumber:10ptArialBold,whiteIndicationsingreen=LivecontentIndicationsinwhite=EditinmasterIndicationsinblue=LockedelementsIndicationsinblack=Optionalelements4销售方法论–SignatureSellingMethod评估客户业务环境了解客户1研究客户业务策略和市场计划开发与客户业务策略相关的市场计划2认识客户需求建立客户采购的愿景3评估机会通过联系IBM的核心能力评估销售机会4选择解决方案与客户共同研究解决方案5解决顾虑并决定赢单6项目实施和结果评估监控项目实施并控制客户期望7•IBMlogomustnotbemoved,addedto,oralteredinanyway.•Backgroundshouldnotbemodified,exceptforquotes,whichusegraybackground.•Title/subtitle/confidentialityline:10ptArialRegular,whiteMaximumlength:1lineInformationseparatedbyverticalstrokes,withtwospacesoneitherside•Slideheading:28ptArialRegular,lightblueR204|G204|B255Maximumlength:2lines•Slidebody:18ptArialRegular,whiteSquarebulletcolor:greenR223|G255|B102Recommendedmaximumtextlength:5principalpoints•Groupname:14ptArialRegular,whiteMaximumlength:1line•Copyright:10ptArialRegular,whiteTemplaterelease:Oct02Forthelatest,goto©2006IBMCorporationOptionalslidenumber:10ptArialBold,whiteIndicationsingreen=LivecontentIndicationsinwhite=EditinmasterIndicationsinblue=LockedelementsIndicationsinblack=Optionalelements5阶段1－建立客户关系IBM团队：通过了解客户的业务环境，流程和问题建立客户关系当客户:评估客户的业务环境和策略客户关系负责人领导如下行动：•通过需求引导和有前瞻性的讨论，引发客户兴趣并建立客户关系；•研究客户的行业，竞争对手，业务方向和一般流程；•了解客户的财务状况；•计划客户关系建立和维系的策略；•与客户进行针对其业务策略的创造性交流；•计划和调动IBM资源为客户的业务策略提供支持；当达到如下结果，IBM团队在此阶段成功:因IBM团队充分了解客户的业务环境和策略，客户认可与IBM的关系可确认的结果:•客户审阅并共同参与AccountPlan；•将客户的市场计划与IBM的资源相匹配；•IBM团队可以下一步与客户的关键人物沟通；•IBMlogomustnotbemoved,addedto,oralteredinanyway.•Backgroundshouldnotbemodified,exceptforquotes,whichusegraybackground.•Title/subtitle/confidentialityline:10ptArialRegular,whiteMaxim