How to Compete and Win When the Stakes are High 8 docx

... 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. Wh...

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

... step-by-step, back over the Bridge to Change, from the solution itself to the decision criteria and outcome expectations, to the problem indicators and consequences, and on to the customer’s performance ... need to be prepared to not be prepared. They must be so prepared that their response seems natural and spontaneous. They remain cool, calm, and collected w...

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 ... Usuall y, they are based on the best guesses of individual salespeople as to how ‘‘interested’’ their customers are and how soon they might sign a deal. If you ch...

Ngày tải lên: 22/06/2014, 02:20

... 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 context in which they are working. They operate ... marketing, the efforts and resulting success to connect and quantify value to the customer’s world in tangible and relevant terms is suboptimal. And, of course...

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 ... in the middle of the night?, 107 Would you do what you are about to propose to your customer?, 174 You must be prepared to not be prepared, 105–106, 182...

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

... NAME The chairman proposed the following resolution as a specially [8] resolution: ‘That the name of the Company be changed to Travelgraph Limited’. On a showing [9] of hands, the chairman declared ... and special resolutions of the company. 8. Upon there being no further competent business the meeting was then [8] closed by the Chairman. Chairman Now name yourself as...

Ngày tải lên: 23/03/2014, 06:20