tailieunhanh - ProActive Selling Control the Process— Win the Sale phần 9

người mua, và bất cứ ai trong công ty là người tham gia vào các quyết định, để đảm bảo Ngày thực hiện có thể được đáp ứng hoặc cần điều chỉnh. "OK folks, chúng ta phải có hệ thống máy tính và hoạt động vào ngày 1 tháng 7. Đó là 4 tháng. Điều gì đã xảy ra giữa sau đó và bây giờ điều này xảy ra "nhóm có một cuộc thảo luận về những gì đã xảy ra? | Justify 189 Today s Date First 30 60 90 Days after Implementation Buy Sell Cycle Duration Implementation Plan I-Plan Figure 8-2. I-Plan time frame starts using the solution he has purchased and begins a customer relationship with your company. If customers work hard to use the goods service they have purchased from you in the first 30 to 90 days after implementation it goes a long way in determining how satisfied the buying and selling organizations are going to be. The customers who do a great job of planning and spending time in the first 30 to 90 days really stretching the solution they have purchased end up being the most satisfied customers. It is very important then that prospects have a plan of action for those first 30 to 90 days after they take delivery. You now need to develop an Implementation Plan to help the buyer through those first 30 to 90 days. You need to develop it not only for the sake of a satisfied customer but also for you to win the sale. What is an Implementation Plan or I-Plan The I-Plan is a one-page document typically written in value-based language Russian to help the upper management 190 ProActive Selling of the buying organization determine whether it is effectively using its resources as well as using you the selling organization to its maximum return on the investment. The I-Plan outlines the top five or so areas that management of the buying organization should focus on internally to make sure its implementation team is doing its job effectively. You have gathered this information by working with individuals in the prospect s organization and by referencing successful implementations of your product or service with previous customers. You are giving the management of the buying organization a list of items that they need to oversee to ensure their people are going to do their job well. Senior management is always looking for a map of what measurable objectives it should focus on to maintain top performance in its organization and .