How to Compete and Win When the Stakes are High 4 pdf

... 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

... Accordingly, their customers see them as professionals who are willing to take the time to under- stand their prob lems and who can be trusted to offer solu- tionsthatnotonly‘‘donoharm,’’butalsoimprovethe health ... 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 soluti...

Ngày tải lên: 22/06/2014, 02:20

... world of complex sales, customers are often unaware of the full extent of their problems; and even when they do understand them, they are just as often reluctant to share that information. People ... attempt to quantify their problems, they usually focus on the surface costs and tend to overlook the total cost. Key Thought Pain Is the Vehicle That Drives the Sale, a...

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 ... colleagues in their own and their customers’ companies to m anage the change process required to use the solution, mitigate the risks in the implementati...

Ngày tải lên: 22/06/2014, 02:20

... Deliver phases and in each phase, guide the customer through key deci- sions and produce the outcomes needed to move the customer to the next higher stage of the Value L ife Cycle in the pursuit ... who are f amiliar with various aspects of the complete v alue picture. They understand how the solu- tion is designed to create value and they understand how valu...

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 ... communication and make the connection between the value capabilities of the solut ions and their value achievement. Sellers need to guide their customers to...

Ngày tải lên: 22/06/2014, 02:20

... Technip “Customers need to know the value they will receive and how they will receive it. Thull’s insights into the complex sale and how to clarify and quantify this value are remarkable — Mastering the ... training, 55, 2 04 Self-assessments, 2 04 Self-commoditization, 28, 33 48 adversarial trap in, 44 47 comprehension trap in, 36– 40 , 47 and conventional sel...

Ngày tải lên: 22/06/2014, 02:20

... 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 and found out that several of them ... can you demonstrate? Is it how to sharpen lawnmower blades? How to spin yarn made from yak fur? How to retrofit a chainsaw to run on nitrous? How to play...

Ngày tải lên: 16/03/2014, 10:56

... birth 4th of April 1969) 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 follows. Step 1 Call the ... ordinary shares of £1 each. WE the subscribers to this Memorandum of Association wish to form into a Company pursuant to this Memorandum and we agree to take the...

Ngày tải lên: 23/03/2014, 06:20