Training 1/3 - Business Development in Startups - web ver.

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Information about Training 1/3 - Business Development in Startups - web ver.
Business & Mgmt

Published on February 17, 2014

Author: yesinlu

Source: slideshare.net

Description

Business Development in Startups
Draft version. (artwork uncompleted)

Next training : what is consulting (consulting framework)

Selling is all about Money Presented by Morris Lu www.facebook.com/yesinlu 版權沒有 歡迎使用 請註明出處與作者

新創事業 如走鋼索的人

商場就是戰場

Sweet Point Source : http://www.books.com.tw/products/0010277240

你知道客戶 在想什麼嗎?

為什麼是顧問式銷售?

顧問式業務訓練架構 – Maturity Model Today We are here Level3 Sales Coaching Level1 Sales Selling Skill Set Level2 Sales Management Consulting Skills

顧問式銷售訓練入門 FAB FAB Sales Pipeline Deal BANTS

Q1. 為什麼我的產品 比競爭商好但是銷售不好? Q2. 就算賣出去了 客戶卻跟我一直殺價?

顧問式銷售訓練入門 FAB We are here FAB Sales Pipeline Deal BANTS

業 務

實戰分析 1. http://www.youtube.com/watch?v=pqHJTGXLXWc

Feature – Advantage -Benefit Source: http://wiki.mbalib.com/zh-tw/FAB%E5%88%A9%E7%9B%8A%E9%94%80%E5%94%AE%E6%B3%95

Real Practice 見人說人話 見鬼說鬼話 見人說鬼話 見鬼說人話

Break time

Q1. 業務天天回報好消息 但是卻沒有進度? Q2. 朋友好意介紹案子。 最後都沒有進度? Q3. 報價比較便宜。 卻沒有拿到訂單?

顧問式銷售訓練入門 FAB FAB Sales Pipeline Deal We are here BANTS

業務外功 • • • • • Budget Authority Need Timeframe Spy Reference : http://www.crm-insights.com/archives/525

Q1. 如何預估業務收入? Q2. 如何管理業務進度? Q3. 如何有效率的 協助業務進行?

顧問式銷售訓練入門 FAB FAB We are here Sales Pipeline Deal BANTS

Source : http://www.fmadvisors.com/services/sales-growth-planning/lead-generation

過五關斬六將 Leads engagement Opportunities Prospecting Value Proposition Negotiation Monitor Results 第一關 如何收集客戶名單 • 客戶名單收集量 第二關 判斷有效客戶機會 • 確認約訪機會 第三關 確認客戶需求 • 需求企劃案 第四關 價值企劃提案報告 • 報價單 第五關 議價與競標 • 合約與收款

Q2. First Call Preparation Q3. Sales Management

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