ibm销售七步法PPT培训资料
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TeamIBM ? W hat TeamIBM ?
W e ex pect a lot from each oth er, b ut roles and responsib ilities are unclear
W e d on't speak th e sam e language in t e r n a lly
W e put tim e, m oney and resources into unqualified opportunities
5
W e need to establish som e com m on goals
C reate custom er value in every interaction B uild and leverage the synergy of T eam IB M Im prove our w in rate and shorten the length of the selling cycle
2
T h e w orld is ch anging around us...
O ur Industry
T he e- b usiness explosion is changing the shape of b usiness and inform ation t e c h n o lo g y .
S e lling
M ethod
S oftw are
S ervers A sia Pa cific
I nd ustrie s F ina ncing
I
4
O ur ch allenges are no secret...
W e don't alw ays focus on the b est solution for th e custom er
Rons
Select Solution Option
Resolve Concerns & Decide
T he S pirit and E ssence of S S M H ow S S M w as D eveloped The SSM Steps S ales A id s to B ring S S M A live IB M 's C om m itm ent to S S M
8
The spirit and essence of SSM can be characterized in a few key words
Speed
D isc ip lin e
C o a c h in g W inning
11
12
Customers tend to buy in predictable ways
Typical Customer Buying Process
Evaluate Business Environment
Develop Business Strategy & Initiatives
S igna ture S e lling M e th od (S S M )
F und a m e nta ls
E stab lish e d a s I B M 's S ignature
N ovem b er, 2001 N o te : T h is p re s e n ta tio n c o n ta in s s p e a k e r n o te s.
O ur C om petitors
O ur com petitors are reorienting them selves to go after the e- business m arket space.
O ur Custom ers
T he b uyer process is changing w ith line of b usiness executives playing an increasing role. Custom ers now expect m ore from us and faster than ever before.
Speed
10
The spirit and essence of SSM can be characterized in a few key words
Customer
Common Language
V a lu e
T h o u g h t- L e a d e r sh ip
Teamwork
R e s u lt s
1
Agenda
Part 1: Why SSM ? Part 2: W hat is SSM Really? Part 3: SSM and the Signature Sales Leadership Part 4: W hat's available to help me learn and implement it?
6
SSM as a method is a proven approach supported by com m on language, tools and training
Common Language Sales Aids T r a in in g
7
S o let's get started w ith ...th e S S M J ourney
3
W h a t w ill our signa ture b e ?
Y our B usine ss U nit T e ch nolog y
B usine ss Partners
A m e rica s
S e rvice s
Personal System s
EM EA
IBM
S igna ture
Customer
Value
Thought-Leadership
9
The spirit and essence of SSM can be characterized in a few key words
Customer
Common Language
Value
Thought-Leadership
Teamwork
W e ex pect a lot from each oth er, b ut roles and responsib ilities are unclear
W e d on't speak th e sam e language in t e r n a lly
W e put tim e, m oney and resources into unqualified opportunities
5
W e need to establish som e com m on goals
C reate custom er value in every interaction B uild and leverage the synergy of T eam IB M Im prove our w in rate and shorten the length of the selling cycle
2
T h e w orld is ch anging around us...
O ur Industry
T he e- b usiness explosion is changing the shape of b usiness and inform ation t e c h n o lo g y .
S e lling
M ethod
S oftw are
S ervers A sia Pa cific
I nd ustrie s F ina ncing
I
4
O ur ch allenges are no secret...
W e don't alw ays focus on the b est solution for th e custom er
Rons
Select Solution Option
Resolve Concerns & Decide
T he S pirit and E ssence of S S M H ow S S M w as D eveloped The SSM Steps S ales A id s to B ring S S M A live IB M 's C om m itm ent to S S M
8
The spirit and essence of SSM can be characterized in a few key words
Speed
D isc ip lin e
C o a c h in g W inning
11
12
Customers tend to buy in predictable ways
Typical Customer Buying Process
Evaluate Business Environment
Develop Business Strategy & Initiatives
S igna ture S e lling M e th od (S S M )
F und a m e nta ls
E stab lish e d a s I B M 's S ignature
N ovem b er, 2001 N o te : T h is p re s e n ta tio n c o n ta in s s p e a k e r n o te s.
O ur C om petitors
O ur com petitors are reorienting them selves to go after the e- business m arket space.
O ur Custom ers
T he b uyer process is changing w ith line of b usiness executives playing an increasing role. Custom ers now expect m ore from us and faster than ever before.
Speed
10
The spirit and essence of SSM can be characterized in a few key words
Customer
Common Language
V a lu e
T h o u g h t- L e a d e r sh ip
Teamwork
R e s u lt s
1
Agenda
Part 1: Why SSM ? Part 2: W hat is SSM Really? Part 3: SSM and the Signature Sales Leadership Part 4: W hat's available to help me learn and implement it?
6
SSM as a method is a proven approach supported by com m on language, tools and training
Common Language Sales Aids T r a in in g
7
S o let's get started w ith ...th e S S M J ourney
3
W h a t w ill our signa ture b e ?
Y our B usine ss U nit T e ch nolog y
B usine ss Partners
A m e rica s
S e rvice s
Personal System s
EM EA
IBM
S igna ture
Customer
Value
Thought-Leadership
9
The spirit and essence of SSM can be characterized in a few key words
Customer
Common Language
Value
Thought-Leadership
Teamwork