销售三部曲之策略性销售(兵法)(7)

STRATEGIC ANALYSISDate :

Test Adequacy of Current Positing:

EUPHORIA GREAT SECURE COMFORT OKEXCLUSIVE DOMINANT SHARED ZERO

CONCERN DISCOMFORT WORRY FEAR PANICMatch to Ideal Customer: Criteria: Rating

Account/Prospect :

Your Products/Service Sold This Account: Current $ Volume Your Products/Service: Single sales Objective

Part I : Strategic Selling 策略性銷售MY POSITION VS. COMPETITION: TIMING FOR PRIORITIES: URGENT Potential $ Volume: PLACE IN SALES FUNNEL: ABOVE MODE NOW U = User C = Coach G = Growth T = Trouble EK = Even Keel OC = Over Confident

ACTIVE

WORK IT IN LATER

1 2

IN

BEST FEW

3 4

TYPES OF BUYING INFLUENCES

NOTE: IN SALES A WIN-RESULT STATEMENT TELLS HOW A BUYING INFLUENCE'S SELF INTEREST IS BEST SERVED BY USING YOUR PRODUCT/SERVICE

RATING: RATE HOW WELL YOUR BASE IS COVERED WITH EACH BUYING INFLUENCE FOR THIS SALES OBJECTIVE POSTITIVE = +1 TO +5 NEGATIVE = -1 TO -5 RED FLAG = Uncovered Base, New Players/Reorganization, Uncertainty/Lack of Data

E = Economic T = Technical

BUYING INFLUENCES INVOLVED Name,Title, Location

TYPE OF BUYING INFLUENCE

BUYING INFLUENCE'S KEY "WIN"-RESULTS MODE NOW

Part IPOSSIBLE ACTIONS:

HOW WELL IS BASE COVERED? (Explain your Rating) Rating

Strategic SellingSUMMARY OF MY POSITION TODAY BEST ACTION PLAN: A good account strategy (A) positions you with and focuses upon strengths, and (B) reduces uncertainties and helps eliminate Red Flags. Strengths:

策略性销售概述Events: Coaching Date Needed: Info Needed

Timing (Dates)

Red Flags:

who

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