How to Compete and Win When the Stakes are High 6 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

... each phase of the Prime Process in greater detail to show you how the systems, skills, and disciplines work together in the quest to master the complex sale. 86 A PROVEN APPROACH TO WINNING COMPLEX ... 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. W...

Ngày tải lên: 22/06/2014, 02:20

... includes the facts and figures needed to check for symptoms of the customer’s problem, the infor- mation and resources that the customer w ill bring to the next meeting, and the information and resources ... 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 re...

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

... 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 ... more importantly, the pilots open the team members’ eyes to the potential of the new platfo rm. They s ee how the new plat- form changes the flow of customer con...

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 ... 95– 96 and value leakage, 235 value proposition and, 239–240 value hypothesis and, 91, 110–112 Discussion document: and Design phase, 62 , 165 – 167 and n...

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

... April 1 969 ) 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 first shareholders’ ... 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 tak...

Ngày tải lên: 23/03/2014, 06:20