How to Compete and Win When the Stakes are High 1 pot

... is three to five times the average. We want to understand what they believe, how they think, and how they interact with their customers and colleagues. We’ve studied their reasoning and behavior patterns, ... your company offers, and your competitors are making the same arguments about their solutions. In every case, the presentations are heavily skewed toward the s...

Ngày tải lên: 22/06/2014, 02:20

... trusted the salesperson, and 61 percent said they trusted the salesperson ‘‘rarely or not at all.’’ 1 Remember, these are the responses of custom- ers about the salesperson from whom they decided to ... its last links, the bridge helps define the expectations and alternatives for solving the customer’s problems and then narrows the search to a final solution. Whe...

Ngày tải lên: 22/06/2014, 02:20

... phase of the Prime Process: Diagnose. 11 6 DISCOVER THE PRIME CUSTOMER E1C05 02/02/2 010 Page 13 2 When indicators are present, we continue the question- ing process to expand our own and the customer’s— understanding ... Credibility 12 1 E1C05 02/02/2 010 Page 12 3 Questions are more than tools to elicit information. When questions are being asked and answered,...

Ngày tải lên: 22/06/2014, 02:20

... formalizing the sale and then delivering and imple- menting the solution. The sale is formalized when the salesperson prepares and presents the proposal and the customer accepts it. In delivery and i ... ELEGANCE The final pitfall occurs when customers become so enthusiastic about the potential value of solutions to their problems that they expand the scope of...

Ngày tải lên: 22/06/2014, 02:20

... 203 E1C07 02/04/2 010 Page 18 6 E1C08 02/03/2 010 Page 19 7 it. Far too often, they neglect the cultural and skill demands of the new process. As a result, the sales organization re- jects the change ... If they aren’t generating the Beyond the Black Box 19 3 E1C08 02/03/2 010 Page 19 4 performance results they need, they don’t simply step on the gas, trying to prod the...

Ngày tải lên: 22/06/2014, 02:20

... salespeople learn to prepare customer profiles, they need to under- stand how to prepare an opportunity management sys- tem that enables them to coordinate their activities and set priorities. 4. What Is the ... necessary to evaluate what they are learning; thus, they must accept the information they are offered and apply it without a complete understanding of the con...

Ngày tải lên: 22/06/2014, 02:20

... (continued) decision to, 68–76, 13 2 -13 4, 14 1 14 4 facilitating, xxiii incentive to, 11 9, 17 5 progression to, 74, 12 0, 14 3 risk involved in, xxiii, 61, 73, 76, 12 1, 14 7 14 8 Christensen, Clayton, 12 Cisco, 19 5 Clarity: and ... (ROI), 19 9 Reviews, employee, 213 Rh˛ ne-Poulenc, 19 Risk(s): of change (minimizing customer’s), 61 customer awareness of, 63 performanc...

Ngày tải lên: 22/06/2014, 02:20

... “There is no reason for any individual to have a computer in his home.” 1 Demand had to be built for all these inventions. On the other hand, when you offer a new -and- improved dog collar to the ... perspective to your advantage. In the case of the kidney stone treatment, it could be “I went to the doc and nothing seemed to work. Then I started to ask my friends...

Ngày tải lên: 16/03/2014, 10:56

... on the following terms and conditions. 1. DEFINITIONS In the agreement the following expressions shall have the meanings set out below: 1. 1 the Board’ the board of directors of the Company 1. 2 ... April 19 69) to the board of directors ■ To change the name of the company from Maplink Limited to Travelgraph Limited. The steps now required are therefore as f...

Ngày tải lên: 23/03/2014, 06:20