mba销售培训课件.pptVIP

;高效销售的要素;高效销售;LHPSM的设计原则;什么是LHPSM;LHPSM是以客户为关注焦点的流程;阶段;第一步：了解客户的商业和IT环境;了解客户的业务（1）;了解客户的业务（2）;了解客户的业务（3）;商业动议（BUSINESS INITIATIVES）;了解客户的IT环境;了解客户的IT环境(续);了解客户的IT环境(续);第二步：制定与客户相适应的计划;痛苦链（Pain Chain);痛苦链举例;评估商业机会;商机存在吗?;迫切动因;我们能竞争吗?;独特的商业价值;我们能赢吗?;我们能赢吗?(续);值得赢吗?;竞争策略;竞争策略(续);竞争策略总结;激发兴趣;关键客户名单-制造业举例;Business Development Prompter;成功案例的要素;成功案例举例; “We believe that if a company has the proper application software installed, by using the Internet, they can be set up to exchange any business document with any company in a matter of days at a very reasonable cost.” ;第三步：建立客户的购买愿景;内容;职位 对 影响力;识别影响力;组织结构分析图图例说明;组织结构分析图;9 Block Vision Processing Model;使用痛苦清单;建立购买愿景;创造购买愿景;经办人和;怎样向顾客提问（1）;怎样向顾客提问（2）;有效的提问方式小结（1）;有效的提问方式小结（2）;;;第四步：阐述公司的能力并确认机会;内容;评估计划;评估计划的注意事项;选择初步方案的办法;解决方案与客户问题间的桥梁;桥梁的构成元素;制定初步解决方案;综合解决方案概念（Integrated Solution Concept);使用ISC来组织信息;第五步：发展解决方案;摘要;解决方案蓝图;应回答的问题;第六步：成交;谈判建议;业务机会管理(Pipeline Management);商业计划 Business Initiatives 关键人员名单 Key Player List Pain Chain Business Development Script Reference Story Value Statement Pain Sheet Sponsor Letter Power Sponsor Letter Evaluation Plan IS - Preliminary Solution Refined Value Statement 价值定位 Value Proposition 衡量标准 Measurement Criteria ;Business Initiatives; ;Pain Sheet - eCommerce;Mr. Steve Jones President Private Company Dear Steve, Thank you for meeting with me earlier today. I believe it was time well spent for both Private Company and IBM Business Partner. You indicated that your biggest reason to not move forward is the cost of EDI implementation. However, if you could be provided with EDI capabilities at a reasonable cost, and a good ROI, that you would move ahead with an implementation . You agreed to take a serious look at IBM Business Partner. You also said that if we succeed in proving to you that we can provide you with these capabilities that you would introduce us to Jim Smith, your MIS Director. You said that the implementation would affect his area the most. I have