By Pei-Ming Pai Bizcom University V1-2004/1/9 V2 -2004/6/14 Sales Training By Pei-Ming Pai Bizcom University V1-2004/1/9 V2 -2004/6/14

This course Goal For To know the Successful Sales Newly Sales Attitude Framework & Tools Some insights For Newly Sales

What does it mean? You will take control of your own life 你的生命是你自己控制和创造 You will become the key part of the company 你将成为公司里的主角 You will be respected by others, and awarded accordingly 别人将会尊敬你,并且你的努力将会被奖励 You will need to give more, and much more. There is stopping once you start. 但是你要付出很多,很多,更多! 并且这是条不归路. No right-or-wrong method, only the right-or-wrong attitude. 没有正确的销售方法,只有正确的态度

Basis Attitude You are not begging for business. You are helping your customer, and hopefully your friend 如果你认为做销售是求人家,那你入错行了. 销售是帮助人家, 并且成为他们的良师益友. Communication, Communication, Communication. 沟通,沟通,再沟通.

Key Attitude Customer is the only thing matter 普天之下,只有客户是硬道理. Customer want attitude, not product! 客户看的是你的态度 PACK -Proactive, Assertive, Communication, Knowledge: Proactive, never reactive Assertive, will to take charge and take responsibility Always communicate frankly, good or bad Knowledge on the industry, and willing to learn Show your value with 3C levels Comfortable, Commitment, Competence Deliver what your promise, and more!! 永远超过客户对你的期望值

Sales Process $$ Contact – Briefing – RFP – Negotiate – Close Push Forward, control the Sales Cycles 永远向前运动, 控制整个销售周期. Waiting is never a good signs!! 避免“温柔的等死”！！ $$

Contact More you cover, more you will get 联络的人越多,机会就越大. (强迫自己打给久没联络的人) You will be surprise how many people want to give business to you, if you only ask. 联络的人越多,机会就越大. (强迫自己打给久没联络的人) 只要你肯问, 大部分的人迟早会给你生意的. 基本概念 Need to do the homework before you do the visit. 搞清楚了再去,别到那里给/被人侮辱一顿. Dress/prepare yourself as the 1st impression determine 80% of the outcome 准备齐当, 包括穿衣. 第一印象决定大部分的结果. Build the rapport first to show confidence, but then cut into the main topics. 简短轻松的开始, 但立即谈到主题 Feel the feedback as you go along, ask question and response to it. 随时注意反映,调整你的内容. Qualifying (BANDS) 销售机会的筛选, 非常重要!! 不合格的机会比没有机会更糟! B-Budget / A-Authority / N-Needs / D-Delivery / S-Schedule

Briefing Always Listen and ask point questions: Feel-Felt-Found “听”, 再”听”, 猜测他的真正要的是什么. 在过程中互动，去感觉客户的需求。 需要很3E，并且表示对行业的了解 需要做很多的功课，AE是一个很辛苦的 Penciled Proposal with instant feedback 提一个临时的方案来试试看. Communicate is the king 永远有一个线人在内和你沟通.

RFP GASP Approaches Know the company inventory 善于利用公司的资源. Product and process Existing documents / inventory People, especially your managers Always get more resource to help Go beyond customer expectations How do you write a proposal client must want??? Simple, let him write it! 如何让客户喜欢你的提案? 简单, 让他来写! Customer is your best resource, and your ticket to win.

Negotiate Don’t look for confrontation, but don’t afraid of it either 不要躲避冲突,但也不需要制造一个. Prepare all objections first, with sufficient documents 大盖猜想那些问题, 事前先准备. Ready to walk-away but not walk-out 随时准备暂停,但不是要叫停. Never give out something for free. Give some, take some 天下没有白吃的午餐. 相互交换,才是正道. Quickly move into Close 尽快签单!!

Close Sense the closing, grasp it. But before it, never ever assume the victory! 如果感觉到可以签单了.立刻就做,没有不好意思. Ask! And you might have it. Never ask, never get!! 问了,也许有. 不问,一定没有. Never just waiting for the outcome 不要”温柔的等死” The long-term relationship just begin. This is only the beginning, not the end.

The system Pipe-Line OA System KPI / P+L De-briefing with customers Customer CRM database

Know the number 销售人员没有财务概念是一个瞎的销售人员. Each Project must evaluate the amount, the time and the future of profit 每个项目都要考虑费用. 看的到和看不到的都要考虑. Intention is not sales, just like revenue is not profit. 意向不等于销售, 收入不等于利润. Be efficient, and be selected, otherwise you will be busy but bust. 有效率,有选择, 要不然累的半死也得不到好处.

20% ??? 50% 30% Business Opportunity New Business Old Business Old Customer New Customer

Customer Retention Old customers are your best source 老客户是好的宣传. Never afraid to ask for Business 别害羞, 能要生意是英雄 Plan your call / visit Act only when you know you can value added Don’t be a stranger, call periodically 别老不联络, 有事才找人. 别人不是傻瓜. Use the CRM software Two types of customers 有两种客户; 好客户和???

Customer Development 做生意和做朋友是一体两面的事情。 Command respects Help people 你的客户要喜欢你，才会你做生意。 Command respects 别人的尊敬是最好的销售 Help people 善于帮助好人 Be available all the time 随叫随到

Conclusion Sales is a challenge to yourself, and you will love the thrill! 准备享受那种刺激了吧!!