The message driven sales process Name:_Instructor:_Week:_Role-Play Group#:_Case Study Team:_信息驱动的销售过程 姓名姓名:_讲师讲师:_周周:_角色表演小组角色表演小组#:_案例研究小组案例研究小组:_a.Copyright2003CustomerCentricSystems,LLC(www.CustomerCentricS).b.CustomerCentricSelling isatrademarkandservicemarkofCustomerCentricSystems,LLC.c.Thismaterialisownedby,andthepropertyofCustomerCentricSystems,LLC.Thismaterialisintellectualpropertyandisconfidential.Anyreproduction,copying,orotheruseofthismaterialinanymannerwithouttheexpresswrittenpermissionoftheownerisstrictlyprohibited.d.SolutionDevelopmentPrompter,SolutionDevelopmentProcess,OpportunityQualificationRoadMap,ConversationalRoadMapareTrademarksofCustomerCentricSystems,LLC.e.SolutionDevelopmentPrompter,SolutionDevelopmentProcess,OpportunityQualificationRoadMap,ConversationalRoadMapareTrademarksofCustomerCentricSystems,LLC.ManualRev.foruseinAsiaPacific:21February2005CustomerCentricSellingSkillsProspecting&BusinessDevelopmentAlignment(3-Dimensional)PersonalBuyingInfluenceStartingPointHorizontalSolutionDevelopmentKeyPlayerQualificationOpportunityQualification&ControlEstablishingBusinessValueNegotiationCCSProcessManagementMODULE 1MODULE 2MODULE 3MODULE 4MODULE 6MODULE 7MODULE 8MODULE 5a.2003版权CustomerCentricSystems,LLC(www.CustomerCentricS)。b.CustomerCentricSelling 是CustomerCentricSystems,LLC的商标和服务标志。c.这份材料属CustomerCentricSystems,LLC所有财产。这份材料受知识产权保护，是保密材料。如没有所有人的书面许可，严禁复制、拷贝或用于其他用途。d.方案开发激励者、方案开发程序、机会认定路线图、对话路线图是CustomerCentricSystems,LLC的商标。e.方案开发激励者、方案开发程序、机会认定路线图、对话路线图是CustomerCentricSystems,LLC的商标。经手工修订，用于亚太地区:2005年2月21日CustomerCentricSelling技术潜在主顾和业务发展组合(3维)人员采购权力人起点水平线解决方案开发关键人物资质认定机会认定和控制建立商业价值谈判CCS流程管理模块模块 1模块模块 2模块模块 3模块模块 4模块模块 6模块模块 7模块模块 8模块模块 5Workshop OutlineDay 112:00pm Workshop begins3:00pm Break6:00pm End of Workshop Begin Team AssignmentDay 28:00am Workshop begins10:00am Break12:00pm Lunch3:00pm Break5:30pm End of WorkshopBegin Team AssignmentDay 38:00am Workshop begins10:00am Break12:00pm Lunch3:00pm Break5:30pm End of Workshop Begin Team AssignmentDay 48:00am Workshop begins12:30pm Workshop endsRules of EngagementSpeak up if there is a problem Temperature Coffee LightingPlease be respectful of the workshop environment:Turn cell phones&pagers off.NOTE:There are 2-3 hours of team homework each evening.Lunch is scheduled daily from 12:00 PM to 1:00 PM.There are breaks in the morning and afternoon.Adjournment on Day 4 will be by 12:30PM.EventKick-offWorkshopObjectivesRACSObjectivesWorkshopModulesCCSCoreConceptsRAProcessMapIntroductiontoCCSSellingIssuesManagementIssuesCompetencyComponentsMarketKnowledge Lab:CaseStudyProspectProfileProductUsageKnowledge Exercise:CreatingCapabilities(EQPA format)Pages 28-38 MODULE 1:CCS Skill-AlignmentPersonalStartingPointHorizontalCORE CONCEPT#1:You get delegated to the people you talk like Pages 39-58 MODULE 2:CCS Skill-Solution DevelopmentCORE CONCEPT#2:People are best convinced by reasons they themselves discoverCORE CONCEPT#3:No goal,No prospect:The only person who can call it a Solution is the prospect!CORE CONCEPT#4:You can only“sell”to someone who can“buy”LookingVs.NotLookingInitiatingBuyingCyclesAgenda:Day 1KeyPlayerDefinitionsKeyPlayerOpportunityMap Lab:CaseStudyOpportunityMapCORE CONCEPT#5:Take time to diagnose before you offer a prescriptionQuestioningEtiquetteSolutionDevelopmentStepsSolutionDevelopmentPrompter:PlantManagerPAGE56ROLE-PLAY 1:Basic Solution Development(approx.50 minutes)6:00-Wrap-up&Begin Evening Assignment12:00 PM研讨会概要研讨会概要第第 1天天下午下午12:00 研讨会开始研讨会开始下午下午3:00 休息休息下午下午6:00 研讨会结束研讨会结束 开始小组任务开始小组任务第第 2天天上午上午8:00 研讨会开始研讨会开始上午上午10:00 休息休息下午下午12:00 午饭午饭下午下午3:00 休息休息下午下午5:30 研讨会结束研讨会结束 开始小组任务开始小组任务第第 3天天上午上午8:00 研讨会开始研讨会开始上午上午10:00 休息休息下午下午12:00 午饭午饭下午下午3:00 休息休息下午下午5:30 研讨会结束研讨会结束 开始小组任务开始小组任务第第 4天天上午上午8:00 研讨会开始研讨会开始下午下午12:30 研讨会结束研讨会结束规定规定如有问题请提出如有问题请提出 温度温度咖啡咖啡 光线光线请维护研讨会环境请维护研讨会环境:关掉手机和呼机关掉手机和呼机注意：注意：每天晚上有每天晚上有23小时的小组作业。每天午小时的小组作业。每天午饭时间是从饭时间是从12:00 到下午到下午1:00。上午、下午都有休。上午、下午都有休息。第息。第4天的休会时间延长到下午天的休会时间延长到下午12:30。开始研讨会目的RACS目标研讨会模块CCS核心概念RA程序图介绍CCS销售问题管理问题能力构成市场知识 研究室研究室:案例研究潜在客户概况产品使用知识 练习练习:创建能力(EQPA 公式公式)第第28 38页页 模块模块 1:CCS 技术组合技术组合个人的起点水平线核心概念核心概念#1:你被授权为代言人 第第39 58页页 模块模块 2:CCS 技术技术 解决方案开发解决方案开发核心概念核心概念#2:人们最信服他们自己发现的原因 核心概念核心概念#3:没有目标就是没有潜在客户，唯一能将其成为解决方案的人就是潜在客户!核心概念核心概念#4:你只能“卖”给那些能“买”的人。关注不关注启动采购周期议程议程:第第1天天关键人物定义关键人物机会图 研究室研究室:案例研究机会图核心概念核心概念#5:开处方前要花时间诊断提问礼节方案开发步骤方案开发激励者:工厂经理第56页角色表演角色表演 1:基本解决方案开发（大约基本解决方案开发（大约50分钟）分钟）6:00-结束结束 并开始布置作业并开始布置作业12:00 PMReviewofDay1 Pages 59-82 MODULE 2:CCS Skill-Solution Development,continued RevisitCompetencyComponentsRAProcessMap,continuedCORE CONCEPT#6:Emotional decisions are justified by value and logicRequirementsVs.VendorA,B,CSuccessStoryComponentsConversational Road Map#1:Inbound ContactGoalIdentificationMenuofGoals/SuccessStorySolutionDevelopment(byProxy)CurrentSituation/Capabilitiesw/ValueMeasurementGoalExpansionCORE CONCEPT#7:Make yourself equal THEN make yourself differentOtherwise you are just different Self-GeneratedVs.CompetitiveVisionExercise:PlausibleEmergencyCreationROLE-PLAY 2:En