tailieunhanh - ProActive Selling Control the Process— Win the Sale phần 7

Lần bên: bữa tiệc sinh nhật bất ngờ là có được ngày thứ hai mươi. Chúng tôi cần phải nhận được lời mời ra 3 tuần trước, vì vậy chúng tôi cần phải quyết định sớm, nơi nó là có được. Nhà cuối cùng, cuối cùng tập hợp các câu lạc bộ golf, | Qualify Not a Phase but a Process 139 Today s Date Buyers Implementation Date Figure 6-4. Selling forward reactive thinking The I-Date Last party The surprise birthday party is going to be on the twentieth. We need to get the invitations out 3 weeks before so we need to decide soon where it is going to be. Last house last set of golf clubs last business suit last computer last. . you get the point. Buyers start from a date usually the Implementation Date and they go backwards from there. Here is a typical conversation that goes on in a company with individuals the buyer and anyone in the company who is involved in the decision to make sure the Implementation Date can be met or needs adjustment. OK folks we have to have this computer system up and running by July 1. That s 4 months away. What has to happen between then and now to make this happen The group has a discussion on what has to happen. Pur- chasing has to be involved. The system specifications have to be finalized. The system has to be chosen among three vendors. Training has to be scheduled. There has to be time 140 ProActive Selling for senior management approval. The list can go on and on. The next conversation goes like this. Good we now have a list of 20 things that have to happen between now and July 1. Let s map these out to make sure we can get all the things we need to do done so we feel good about making our July 1 date. Buyers start from a date and go backwards. Once they have all the tasks and activities they need they go backwards and adjust the schedule accordingly if they need to. I just can t make a decision this week because I will not have to time to review the hardware implementation plan. I can next week though and it should not impact that July 1 date on this end. This statement is a backwards statement. The buyer thought about what needed to get done figured out how long she would need and chose a date. Once the date was chosen the buyer thought backwards to make sure there were no .