某企業大客戶銷售謀略分析報告(ppt 159頁)

某企業大客戶銷售謀略分析報告目錄：
一、強大的銷售工具--提問策略
二、強大的銷售工具--理解你的客戶
三、強大的銷售工具--了解你的客戶的業務
四、進入客戶策略--追根溯源
五、如何讓你的客戶需要你--認識需求階段策略
六、影響客戶的選擇--方案評估階段的策略
七、差異化以及薄弱環節--更多的關於競爭性戰略
八、戰勝最終的恐懼--解決客戶憂慮階段的策略
九、銷售談判--如何做出讓步並達成一致
十、如何確保持續的成功--實施與客戶維護策略

某企業大客戶銷售謀略分析報告內容提要：
Understand Characteristics of Major Account Selling Strategies in Whole Lifecycle, thus to
Shorten bid-to-win ratio
Shorten selling cycles
Minimize discounts and negotiated concessions
Establish clear, unique business value with the customers
Reduce selling costs through more effective sales strategies
Increase sales per employee
Develop expected relationship with the customers. Eg. Strategic Partnership etc.
……

Sales Strategy should be about customers and how to influence them.
Understanding and Well Prepared are mandatory to form a effective sales strategy
Customer Behavior goes through three distinct phases in making a major purchasing decisions
Recognition of Needs
Evaluation of Options
Resolution of Concerns
A fourth phase, follow-up in implementation phases, if it is well handled, can generate significant additional sales opportunities.
Each of four phases required a different set of strategies and skills.
……

The Most Effective Selling Strategy During the Phase:
To uncover dissatisfaction in the account and to develop that dissatisfaction until it reaches the critical mass.
When dissatisfaction reaches a sufficient level of intensity or urgency, the account makes a decision to change.
Success sales asks a lot of questions during sales calls than do their less successful colleagues.

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