企业销售培训资料英文版

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6、: : :49 t . . & . . . ?R1 (3)I1 (6)C1 (1)R2 (4)I2 (7)C2 (2)R3 (5)I3 (8)C3 (9)How do you do it today?Besides yourself, WHO else isimpacted by this (repeat pain) and HOW are they impacted?How do you see yourself usingthis (repeat buyer initial vision). . .?Today, . . . ?Is this (repeat pain) also

7、causing . . . ? If so, wouldnt (title) also be concerned?Are you also looking for a way to . . . ?Would it help if you also hada way to . . .?So the way you do it todayis . . . ?and you are looking at a . . . to give you the ability to (repeatcapabilities). If you had . . . could you solve. . . (rep

8、eat pain)?What would it be worth to you?From what I just heard, (repeat who and how) this isnt just your problem but a _problem? 51R1I1C1R2I2C2R3I3C3* 9 .*52 ? ? ? ? ? 53 s $ C3 , - : . . . . . .Prospect reveals and volunteersaccess to power person(s)Prospect does not reveal orvolunteer access to po

9、werProspect reveals power and isNOT power personProspect does have power tobuy * Power to buy = ability to get it done regardless of titleSchedule meeting, end the callSend confirmation letterAsk questions to reveal abilityto buyNegotiate for access to power,get agreement, end call promising Sponsor

10、 Letter- Find out how they evaluate- Find out L/T/A approval- Set up ground rules for proposal and proposal review- End call with promise to send proposed evaluation plan to discuss55 . “ ” - - ! C W56 a “ ” . ( , .) “ ”. 5 - . . . “ ” “ ”.57 s ? ? ? s a ? ? ? !58 ? “ ”. “” 59 : : (. .) , “”. ( ). t

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