整体方案销售技巧(Solution selling)

Can you relate?
Solution Selling® • Version 2001 • © 2001 Sales Performance International • All rights reserved
Objectives of MSS for Partners
To enable Microsoft and Microsoft Business Partners to increase sales productivity. Specifically, MSS for Partners is a sales process designed to help:
Can you relate?
Solution Selling® • Version 2001 • © 2001 Sales Performance International • All rights reserved
Managing Difficulties
“ It is becoming increasingly difficult to predict revenue.”
– Customers want trusted advisors, not vendors – Many competitors fill that role – We need to sell more to Lines of Business Execsthey have the money and drive most new IT acquisitions – LOB Execs buy solutions to their business problems, not technology
“ I get an opportunity started and our resellers drop the ball.”
“ My manager tells me what to do, NOT how to do it.” “ My competition sells face-to-face while my manager forces me to sell over the phone.”
Solution Selling® • Version 2001 • © 2001 Sales Performance International • All rights reserved
Leabharlann Baiduii
Preface
As part of the worldwide Integrated Solution Selling initiative, Microsoft is implementing a new approach to selling Microsoft products and solutions called Microsoft Solution Selling (MSS). Because Business Partners play an important part in the sale of Microsoft’s products and solutions, MSS is now being offered to Microsoft Business Partners.
Generate interest in Microsoft related offerings Identify and diagnose customer critical business issues Create a desire for a solution that will address a customer’s critical business issue(s) Change a customer’s biased vision of a competitive solution Create a value proposition Gain access to decision-making authority or influence Differentiate themselves from competition, by how they sell in addition to what they sell Close more opportunities both effectively and efficiently
SOLUTION SELLING
MSS for Partners Overview
Solution Selling® • Version 2001 • © 2001 Sales Performance International • All rights reserved
Credit and Copyright
“ Management demands detailed written sales forecasts - do they want me to sell or fill out forms?”
“ Prospects can buy the same capabilities from someone else, so I have to outsell my competition to win the business.”
“ My salespeople are comfortable calling technical and end users but are ineffective with executive management.”
“ We lose to no decision more than to any single competitor.” “ Only a few of my new hires develop into top producers.” “ Salespeople need technical people with them on too many calls.” “ Marketing efforts are out of synch with our sales efforts.” “ Salespeople blame losses on the product.” “ As soon as the pipeline looks good, prospecting stops.” “ It is difficult to find new opportunities, so we end up responding to RFPs wired for our competition.” “ By the time I get asked to get involved the rep is already losing.” “ My salespeople don’t know when to disqualify (or qualify out).” “ We sell technology that buyers don’t fully understand to help them address problems they don’t know how to solve.”
Solution Selling® • Version 2001 • © 2001 Sales Performance International • All rights reserved
Selling Difficulties
“ Buyers tell me our services cost too much and they couldn’t cost justify them.” “ They wouldn’t let me in at the right level.” “ The consultant didn’t do a good job.” “ I lose control of our prospects at the end of the sell cycle.” “ We got in too late.” “ The prospect didn’t know what they wanted.” “ We missed the needs of certain committee members.”
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This presentation is intended to create an awareness within the Microsoft Business Partner community of MSS for Partners as well as a desire to engage. It is intended to be an Overview and it is not intended to be a form of training.
Solution Selling® • Version 2001 • © 2001 Sales Performance International • All rights reserved
We are successful, why change? • Customers and competitors demand we change: