銷售技巧講座

1、銷售技巧講座If you think this is a sales training, youre wrong! Its a sales workshop!目標(biāo)集思廣益，分享您的經(jīng)驗(yàn)了解數(shù)據(jù)庫(kù)市場(chǎng)了解SQL7的優(yōu)勢(shì)了解數(shù)據(jù)庫(kù)銷售的方法Selling software isEasy / Complex?Why?Multiple user requirementProduct complex / reliabilityLack of confidenceFunctionalityHigh priceCompetitorTechnologyPiracyUnregurated marketThe c

2、onsequencesThe buyer-seller relationship models are changing are you?The way you sell to individuals is not necessarily the way you sell to a groupWhat works early in the sales may not work at the endThe way you sell to executives is different from the way you sell to project teamsPersonality, persu

3、asion,and aggressiveness alone wont lastCompetitive selling is differentRepetitive selling is a different modelAccount management is different from opportunity managementThe five generations of sellingClient asorganizationClient as individualCompetitorsProductCompetitorsStrategyTellersSellersFarmers

4、HuntersleadersThe tellerThe SellerFace to face sellingConsultative sellingListen first,talk secondProblem in search of solutions not solutions in search of problemssalespersonClient as individualBefore the presentationBuild rapport and preferenceDetect pains-technical and strategicStimulate dormant

5、demandFocus presentationRaise issuesAffect processPositionMeasure and setup competitionLearn terms and cultureDetermine politics and navigationThe hunterNew name businessCompetitive,political evaluationsControl tacticsSalespersonClientorganizationcompetitorsThe farmerDeliver resultsMake higher & wid

6、er contactsDocument valueControl events & politicsDetect and influence the next buying cycleSalespersonClient asindividualSolutionThe leaderA sales man is the CEO of virtual companyWhat: create the visionHow: create the strategy to achieve that visionWho: who will doing all these things?The magic wo

7、rd: WHY?before you start sell:Why they need to buy?Whats the problem?Why they need to buy from you?Whats the benefit from you?Why they need to buy from you now?Whats the source of urgency?1. Find the painSales objective product & amountSize of the opportunity dollars & unitsSolution fit? Technical f

8、it? Service fit?Cultural fit? Price fit?AvailabilityRequirements defined? How & by whom?Showstoppers?Consensus? Customer experience level2. Prospect qualificationBudgeted? Whose budget?Financial stabilityBusiness problem magnitudeSource of urgencyImpending eventPolitical sponsorshipThreats to the pr

9、ojectApproval process3. Build competitive preferenceIs the deal wired?What are their strengths, weaknesses?How does that match the requirementsHow do they align culturallyAvailability,referencesWhat are the habits of the local repWho are their supportersWhat is our counterstrategy4. Define the proce

10、ss and partsIs there a defined processHow do you think it will happenWhich part will each person playWhat could change the processWho are potential influencersWhat is their approval processWho else could become involvedCorporate or board approval5. Communicate the strategic planhow do we intend to w

11、inOpportunity strategyliteracy StrategicPersonal strategyStrategic failurePoor informationNo strategyUnclear objectivePoor communication to the teamNo flexibility, no plan BPoor executionOne-level strategiesIndecision,dual strategies,wafflingTimingFailure to pursue the battle wonresourcesCompetitive

12、 selling attitudesBad news early is good newsLuck favors the trained mindGreat salespeople leave nothing to chanceLuck is where preparation meets opportunity. Make your own luckSecond place pays zeroLuck favors the person in motionHope is not a strategy6. Sell to powerWhat part will each person play

13、 in the decision-making processWho else could become involvedWho else should we be calling on to earn this businessHow high are we in each department? What is the quality of those relationships?Are there powerful people expressing preference for usWho is helping our competitors?The RDBMS Market play

14、erOracleMicrosoftIBMInformixSybaseWhy customer buy RDBMS?Huge data volumeRemote accessInformation explosionCompareThey didnt have a databaseVendors marketingSolve problemThey didnt understand Why they buy SQL Server?Lower developing costUfsoft using SQLBrandingMarket awarenessIntegrate with NTLower

15、network investmentHuge market shareMulti-user accessSimple & cheapServices Bright platform futureWhy they buy SQL Server now?They want use ufsoft nowJob emergencyMore appsWe suggest themSolve business problem nowAvailibility套裝軟件市場(chǎng)：最省心的數(shù)據(jù)庫(kù)功能強(qiáng)大，平臺(tái)完整一致MSDE+桌面版+標(biāo)準(zhǔn)版+企業(yè)版全兼容，全面可移植安裝，管理簡(jiǎn)單容易極大的降低您的技術(shù)支持費(fèi)用提高您的

16、產(chǎn)品的客戶滿意度市場(chǎng)接受程度高微軟全心全意的支持您優(yōu)異的性能+合理的價(jià)格TPC游戲:SQL vs Oracle什么是TPC-C?一個(gè)OLTP系統(tǒng)性能測(cè)試標(biāo)準(zhǔn)模擬一個(gè)生產(chǎn)制造系統(tǒng)的5種交易：輸入訂單(TPC-C Throughput)查詢訂單狀況收款發(fā)貨存貨狀況TPC-C Throughput表示當(dāng)系統(tǒng)同時(shí)執(zhí)行其他四種操作時(shí)每分鐘輸入的新訂單數(shù)。所有操作的系統(tǒng)響應(yīng)時(shí)間小于5秒Oracle擁有最高的TPC值是的！115,395 tpmCSun Starfire Enterprise 10000BEA Tuxedo 6.364 個(gè)UltraSPARC II 400MHz CPU64GB 內(nèi)存，1GB

17、緩存系統(tǒng)售價(jià)：12,189,298 USD人民幣一億一百一十七萬(wàn)一千一百七十三元四角性能/價(jià)格比：US$ 105.63 per tpmCSQL Server 又如何？37,757 tpmCUNISYS Aquanta ES2085R8 Pentium III Xeon 550MHzSQL 7 EE + NT EE + Nonstop Tuxedo 6.3系統(tǒng)售價(jià)：875,180 USD人民幣七百二十六萬(wàn)三千九百九十四元性能/價(jià)格比：US$ 23.18 per tpmC我還是想買Oracle因?yàn)槲矣X(jué)得我的應(yīng)用是關(guān)鍵的業(yè)務(wù)應(yīng)用我怕SQL Server 不行我想要115,395 tpmCSQL Se

18、rver 行不行？看看 37,757.23 tpmC 什么含義？一個(gè)制造業(yè)公司有3104 個(gè)倉(cāng)庫(kù),31040個(gè)銷售區(qū)78,240,000個(gè)客戶, 100,000種零部件, 310,400,000個(gè)零部件庫(kù)存931,203,891筆訂單 (1.5 TB數(shù)據(jù)量)30,480 個(gè)并發(fā)用戶一天之內(nèi)處理24,368,818個(gè)新訂單, 23,428,210筆收款和6,578,820筆其他交易。所有工作在一臺(tái)效勞器上完成, 系統(tǒng)總價(jià)$875,180SQL Server 行不行？看看 37757.23 tpmC 什么含義？作為比較, NYSE 頂峰時(shí)的交易量不到每天一百萬(wàn)。 Visa, Citicorp, BOA, Wal-Mart 每天大概有一千萬(wàn)到四千萬(wàn)筆交易, AT&T 每天全球大概有 二億個(gè) 。SQL vs Oracle如果用SQL解決AT&T的交易：4個(gè)系統(tǒng)，本錢為USD 3,500,720如果用Oracl