大客户销售谋略 Objective of Workshop Understand Characteristics of Major Account Selling Strategies in Whole Lifecycle, thus to Shorten bid-to-win ratio Shorten selling cycles Minimize discounts and negotiated concessions Establish clear, unique business value with the customers Reduce selling costs through more effective sales strategies Increase sales per employee -  Develop expected relationship with the customers. Eg. Strategic Partnership etc. Agenda Day 1 How the Customer Make Decisions SPIN Question Strategy Account Entry Strategy Understand Your Customer & Their Business How to Make Your Customers Need You Day 2 Influence the customer’s choice Differentiation & Vulnerability Overcoming Final Fears Sales Negotiation How to Ensure Continued Success 客户是如何做决策的 How Customer Make Decisions The Research Base The Customer Decision Process Account Strategy in the Recognition of Needs Phase Account Strategy in the Evaluation of Options Phase Account Strategy in the Resolution of Concerns Phase Account Strategy in the Implementation Phase Summary ......