目标解释销售培训讲义(英文版)(ppt 79页)
目标解释销售培训讲义内容摘要：
Help you win by...
1、Focusing on the right issues with the right people at the right time
2、Developing and testing a comprehensive plan for your sales opportunity
3、Enabling you to communicate more effectively with your team
4、Shifting your sales focus from tactical to strategic
Not in Control：
Sales：Control is providing business value for the customer while forcing the competition to operate in react mode.
1、Unreturned phone calls
2、No access to information
3、Criteria slanted
4、Criteria constantly changes
5、Delays
6、Budget goes away
7、Questioning by customers probing your weaknesses
8、Players change
9、Meetings cancelled
10、Meetings delegated
11、Preoccupied with price
12、No inside support
13、Not knowing you’re winning
Personal：It is difficult to control external events unless you are in control.
1、Always 5 minutes late
2、Too many hours
3、Too much telephone time
4、Continual crisis
5、Not having fun
..............................