tailieunhanh - ProActive Selling Control the Process— Win the Sale phần 3

Hoạt động nhân viên bán hàng, hoặc bạn có thể là một nhà cung cấp: Đặt một đồng đô la, và một Coke. Bạn có thể bán. Mà một trong những bạn? Quay trở lại câu hỏi WarBook bảy, và cố gắng trả lời cho hai khách hàng tiềm năng hàng đầu của bạn. Bạn có thể trả lời tất cả bảy câu hỏi? Nếu bạn có thể, | Do Your Homework Before the Sale 39 Active salesperson or you can be a vendor Put a dollar in get a Coke. You can vend. Which one are you Go back to the seven WarBook questions and try to answer them for your top two prospects. Can you answer all seven questions If you can congratulations you are ProActive. If not why not When you are in front of a senior manager of the company you are calling on what are you going to do or say Are you going to break out your brochure How about getting out that PowerPoint presentation you developed for lower level people Will you give them a Feature Benefit overview of your prod-uct service and then ask So Ms. Smith given what we can do how would we benefit you That won t exactly impress them. You need to know more about your accounts than they do at all levels of the organization and the seven WarBook questions can do just that. How long do you think it would take you to gather the WarBook information on your top one or two prospects a few hours at most This is time well spent. Sales Strategy This is where you use the strategies discussed in this book as well as any others out there whether Target Account Selling Solution Selling Strategic or Power-Base Selling. Here is where you are strategizing the account to work it ProActively. Assemble one to three WarBooks at most. No computers are allowed here. WarBooks need to be physical binders on your desk. Go out to Staples or Office Depot and buy three one-inch red binders and start to assemble your WarBooks. A WarBook is assembled on a per deal basis not by customer. If you are working on two deals with one customer you should have two different WarBooks. A WarBook is also very different than a customer folder. A customer folder by definition is a reactive document. You are storing information in a customer folder in case you need it reactive . A WarBook is a ProActive document you are using the WarBook in a ProActive manner and need it almost every day. It tells you not only what .