rockwell-以客户为中心的销售22.ppt

Whatstepsdoyoutaketoreducedowntime?;解决方案开发步骤;你采取什么样的步骤减少停工时间?;Whatstepsdoyoutaketoreducedowntime?;

GOTOPAGE______INTHEROLE-PLAYSECTION;你采取什么样的步骤减少停工时间?;

翻到第______页角色表演局部;RockwellAutomationSalesProcessMap;CompetencyComponents;罗克韦尔自动化销售程序图;能力的组成局部;RockwellAutomationSalesProcessMap;CustomerCentricSelling?Skills;罗克韦尔自动化销售程序图;CustomerCentricSelling?技巧;Emotionaldecisionsarejustifiedbyvalueandlogic;Rqmts;情绪化的决定通过价值观和逻辑证明;要求;IfYou’reVendorA;Peoplebuyfrompeoplethey…;如果你是供给商A;人们从…的人那里购置;Dotheybelieveyou’resincere?;1. KeyPlayer(Industry/Title) FromTargetedConversationList

2. Goal FromtheMenuofGoals

3. ContributingReason Priortoimplementingyouroffering,citeareason theycouldnotaccomplishtheirgoal.Thisreason shouldcomefromtheleftsideoftheKeyPlayer’s SDP?

4. CorrespondingCapability Choosethecapabilityfromtherightsideofthe SDP?thataddressesthecorrespondingreason cited

5. CapabilityStatement Statethatyouoryourcompanyprovidedthe capability

6. QuantifiedResults Sharequantifiedresultsthatwereachievedand be suretheylinktothegoalbeingdiscussed;他们相信你是诚心的吗?;关键人物(行业/头衔) 来自有目的的对话清单

目标 来自目标菜单

提供理由 在落实你的产品时,引证一个他们可能无法完成 目标的原因。该理由应该来自关键人物的

SDP?左侧。

相应的能力 从SDP?右侧选择能克服所引证原因的能力

能力论述 说明是你或你的公司提供了该能力

量化的结果 分享取得的量化结果并确信它们与正在讨论的目

标相联系

;“WerecentlyworkedwithaPlantManagerofabottlingplant1whowantedtoincreaseproductionthroughput.2Meetingproductionscheduleswasdifficultbecauseofunexpecteddowntimeofplantequipment.3Hesaidheneededawayforhismaintenancestafftoreceivenotificationalertspriortopotentialequipmentfailureandviewtheseverityoftheproblemsotheycouldschedulemaintenancebeforetheequipmentfailed.4Weprovidedhimwiththiscapability.5Overthepast6months,downtimehasdecreasedby10%andproductionscheduleshavebeenmetwithoutworkingovertime6.〞;GoalIdentification

“Whatareyouhopingtoaccom