Mastering the Complex Sale 2 doc

... 3—commoditization. 12 CAUGHT BETWEEN COMPLEXITY AND COMMODITIZATION E1CINTRO 02/ 03 /20 10 Page 31 Mastering the Complex Sale Second Edition E1C01 02/ 02/ 2010 Page 2 E1C01 02/ 02/ 2010 Page 4 E1CINTRO 02/ 03 /20 10 ... not to The Driving Force of Complexity 11 E1C01 02/ 02/ 2010 Page 12 see the world clearly through their customers’ eyes, but when they do, they find that they...

Ngày tải lên: 21/06/2014, 13:20

... BETWEEN COMPLEXITY AND COMMODITIZATION E1C01 02/ 02/ 2010 Page 25 The most common type of complex sale occupies the middle ground between industry-shaking deals and so- called commodities. These sales ... the complex situations their customers face, configuring the complex solutions offered by their companies, and managing the complex relationships that are required to bri...

Ngày tải lên: 21/06/2014, 13:20

... SELF-COMMODITIZATION E1C 02 02/ 03 /20 10 Page 44 Assumption #4: The Adversarial Trap The final assumption of Era 2 sales processes is the idea that any reluctance on the part of the customer is a direct threat to the sale ... E1C 02 02/ 03 /20 10 Page 41 Salespeople hate to hear this: Their companies have provided them with the tools and skills to prepare presenta- tions a...

Ngày tải lên: 21/06/2014, 13:20

... access. They identify the best Key Thought Who Gets the Call in the Middle of the Night? The best sales professionals seek to enter the organiza- tion through the door of the victim the person ... are experiencing the consequences of the problem and the impact of the absence of the value. These are frequently not the same people. Successful sales professionals, on...

Ngày tải lên: 21/06/2014, 13:20

... exceptional credibility, and their ability to win complex sales is severely compromised. The outcome of the sale becomes random A Wellspring of Exceptional Credibility 121 E1C05 02/ 02/ 2010 Page 118 E1C05 02/ 02/ 2010 ... performance are among the most powerful forces at work on the change spectrum. 124 DIAGNOSE COMPLEX PROBLEMS E1C05 02/ 02/ 2010 Page 119 T he core competenc...

Ngày tải lên: 21/06/2014, 13:20

... Learning 23 5 E1BEPIL 02/ 03 /20 10 Page 24 2 E1C09 02/ 03 /20 10 Page 23 3 that is generated as the value the company produces bumps up against the realities of the marketplace. Strategic Alignment The modern ... LEAKAGE E1BABOUT 02/ 03 /20 10 Page 25 0 Process Mastering the Complex Sale: How to Compete and Win When the Stakes Are High  Systems, skills, and discipline...

Ngày tải lên: 21/06/2014, 13:20

... 84 sales, 20 5 20 9 Manufacturing demands, 22 1 22 2 Marketing, 193, 20 7, 22 2, 22 7 22 9 Market segments, 22 7 Market strategy, 23 9 Mayo Clinic, 123 – 124 Metrics, performance, 24 , 1 82 185, 20 0, 22 8 Miscommunication, ... post -sale support, 22 9 2 30 in pre -sale support, 22 9 prevention of, 22 4 22 5 in procurement, 22 2, 23 1 23 2 in research and development, 22 5...

Ngày tải lên: 21/06/2014, 13:20

... disqualified them. These sales- people will not only avoid the questions that could end the sale, they w ill go so far as to consciously ignore the signals that suggest the sale will not happen. These salespeople aren’t ... such major roles in complex sales. Themorecomplexthesale,themoreradicalthe change that the customer must undertake, and the greater the actual and percei...

Ngày tải lên: 21/06/2014, 13:20

... 100.’’ The salesperson now asks for two direct numbers the average sales per day ($4,100) and the amount of the aver- age sale ($16). This yields the number of buying customers (25 7). He then asks the ... extrapolated them for the entire chain. He won a Peeling the Onion 139 E1C05 02/ 02/ 2010 Page 1 42  They help their customers realize that they are experi- encing a con...

Ngày tải lên: 21/06/2014, 13:20

... responses. Formalizing the Sale 175 E1C07 02/ 04 /20 10 Page 174 Formalizing the Sale The first thing that w e deliver in the fi nal phase of the Prime Process is the proposal . The proposal is a formal, polished ... tand. Walk me through it.’’ 1 82 DELIVER THE VALUE E1C06 02/ 02/ 2010 Page 166 and the client first discuss the features that t he client wants in the des...

Ngày tải lên: 21/06/2014, 13:20