如何销售MS SQL Server,左洪 高级产品经理 微软（中国）有限公司 B,If you think this is a sales training, youre wrong,Its a sales workshop,目标,集思广益，分享您的经验 了解数据库市场 了解SQL7的优势 了解数据库销售的方法,Selling software isEasy / Complex,Why,Multiple user requirement Product complex / reliability Lack of confidence Functionality High price Competitor Technology Piracy Unregurated market,The consequences,The buyer-seller relationship models are changing are you? The way you sell to individuals is not necessarily the way you sell to a group What works early in the sales may not work at the end The way you sell to executives is different from the way you sell to project teams Personality, persuasion,and aggressiveness alone wont last Competitive selling is different Repetitive selling is a different model Account management is different from opportunity management,The five generations of selling,Client as organization,Client as individual,Competitors Product,Competitors Strategy,Tellers,Sellers,Farmers,Hunters,leaders,The teller,The Seller,Face to face selling Consultative selling Listen first,talk second Problem in search of solutions not solutions in search of problems,salesperson,Client as individual,Before the presentation,Build rapport and preference Detect pains-technical and strategic Stimulate dormant demand Focus presentation Raise issues Affect process Position Measure and setup competition Learn terms and culture Determine politics and navigation,The hunter,New name business Competitive,political evaluations Control tactics,Salesperson,Client organization,competitors,The farmer,Deliver results Make higher & wider contacts Document value Control events & politics Detect and influence the next buying cycle,Salesperson,Client as individual,Solution,The leader,A sales man is the CEO of virtual company What: create the vision How: create the strategy to achieve that vision Who: who will doing all these things? The magic word: WHY,before you start sell,Why they need to buy? Whats the problem? Why they need to buy from you? Whats the benefit from you? Why they need to buy from you now? Whats the source of urgency,1. Find the pain,Sales objective product & amount Size of the opportunity dollars & units Solution fit? Technical fit? Service fit? Cultural fit? Price fit? Availability Requirements defined? How & by whom? Showstoppers? Consensus? Customer experience level,2. Prospect qualification,Budgeted? Whose budget? Financial stability Business problem magnitude Source of urgency Impending event Political sponsorship Threats to the project Approval process,3. Build competitive preference,Is the deal wired? What are their strengths, weaknesses? How does that match the requirements How do they align culturally Availability,references What are the habits of the local rep Who are their supporters What is our counterstrategy,4. Define the process and parts,Is there a defined process How do you think it will happen Which part will each person play What could change the process Who are potential influencers What is their approval process Who else could become involved Corporate or board approval,5. Communicate the strategic planhow do we intend to win,Opportunity strategy literacy Strategic Personal strategy,Strategic failure,Poor information No strategy Unclear objective Poor communication to the team No flexibility, no plan B Poor execution One-level strategies Indecision,dual strategies,waffling Timing Failure to pursue the battle won resources,Competitive selling attitudes,Bad news early is good news Luck favors the trained mind Great salespeople leave nothing to chance Luck is where preparation meets opportunity. Make your own luck Second place pays zero Luck favors the person in motion,Hope is not a strategy,6. Sell to power,What part will each person play in the decision-making process Who else could become involved Who else should we be calling on to earn this business How high are we in each department? What is the quality of those relationships? Are there powerful people expressing preference for us Who is helping our competitors,The RDBMS Market player,Oracle Microsoft IBM Informix Sybase,Why customer buy RDBMS,Huge data volume Remote access Information explosion Compare They didnt have a database Vendors marketing Solve problem They didnt understand,Why they buy SQL Server,Lower developing cost Ufsoft using SQL Branding Market awareness Integrate with NT Lower network investment Huge market share Multi-user access Simple & cheap Services Bright platform future,Why they buy SQL Server now,They want use ufsoft now Job emergency More apps We suggest them Solve business problem now Availibility,套装软件市场,最省心的数据库 功能强大，平台完整一致 MSDE+桌面版+标准版+企业版 全兼容，全面可移植 安装，管理简单容易 极大的降低您的技术支持费用 提高您的产品的客户满意度 市场接受程度高 微软全心全意的支持您 优异的性能+合理的价格,TPC游戏,SQL vs Oracle,什么是TPC-C,一个OLTP系统性能测试标准 模拟一个生产制造系统的5种交易： 输入订单(TPC-C Throughput) 查询订单状况 收款 发货 存货状况 TPC-C Throughput表示当系统同时执行其他四种操作时每分钟输入的新订单数。所有操作的系统响应时间小于5秒,Oracle拥有最高的TPC值,是的！115,395 tpmC Sun Starfire Enterprise 10000 Sun Solaris 7 / Ora