Transcription of SOLUTION SELLING INTRO - XS4ALL
{{id}} {{{paragraph}}}
Example: tourism industry
SOLUTION SELLING INTRO - XS4ALL
INTRODUCTION TO SOLUTION SELLING ABC stands for your companyXYZ stands for the type of SOLUTION your client is looking forPrepared by: Eric van t Hoff, 19/09/02 The Sales Process takes a potential client along six clearly defined phases with the aim to create a superior proposal, win the deal and minimise sales costsMoving into System IntegrationIdentify client business issues Qualify client s intent to solve and spend Create interest and desire in ABC s value proposition Build relation with client s buyer networkIdentify client s target business processesAssess client s functional and technical needsDetermine client s buying criteria and decision processQualify ABC own capability to deliverDesign a SOLUTION that satisfies client s exact needsDemonstrate ABC superior ability to build and deliver the desired SOLUTION Strengthen relation with client s buyer networkAssess client IT infrastructure and implementation requirementsDefine the Scope of WorkDevelop the joint approach to implement the designed SOLUTION Create a proposal for the delivery.
The business potential of a prospect is analysed by creating an account plan and updating it along the sales cycle Moving into System Integration
Loading..
Tags:
Information
Domain:
Source:
Link to this page:
Please notify us if you found a problem with this document:
Related search queries
Solution Selling: The Revolutionary Sales Process, Solution Selling, Customer Focused Solution Selling, The End of Solution Selling, Solution, Selling, Department: Sales, Selling Solutions, Selling a commodity, Solution Selling Learning Suite Course Catalog, Solutions selling, Partnership Selling, Sales Cycle Demand Prospect Qualify Develop Solution