某企业大客户销售谋略分析报告(ppt 159页)

某企业大客户销售谋略分析报告目录：
一、强大的销售工具--提问策略
二、强大的销售工具--理解你的客户
三、强大的销售工具--了解你的客户的业务
四、进入客户策略--追根溯源
五、如何让你的客户需要你--认识需求阶段策略
六、影响客户的选择--方案评估阶段的策略
七、差异化以及薄弱环节--更多的关于竞争性战略
八、战胜最终的恐惧--解决客户忧虑阶段的策略
九、销售谈判--如何做出让步并达成一致
十、如何确保持续的成功--实施与客户维护策略

 

某企业大客户销售谋略分析报告内容提要：
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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