销售技巧讲座

1、销售技巧讲座If you think this is a sales training, youre wrong! Its a sales workshop!目标集思广益，分享您的经验了解数据库市场了解SQL7的优势了解数据库销售的方法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套装软件市场：最省心的数据库功能强大，平台完整一致MSDE+桌面版+标准版+企业版全兼容，全面可移植安装，管理简单容易极大的降低您的技术支持费用提高您的

16、产品的客户满意度市场接受程度高微软全心全意的支持您优异的性能+合理的价格TPC游戏:SQL vs Oracle什么是TPC-C?一个OLTP系统性能测试标准模拟一个生产制造系统的5种交易：输入订单(TPC-C Throughput)查询订单状况收款发货存货状况TPC-C Throughput表示当系统同时执行其他四种操作时每分钟输入的新订单数。所有操作的系统响应时间小于5秒Oracle拥有最高的TPC值是的！115,395 tpmCSun Starfire Enterprise 10000BEA Tuxedo 6.364 个UltraSPARC II 400MHz CPU64GB 内存，1GB

17、缓存系统售价：12,189,298 USD人民币一亿一百一十七万一千一百七十三元四角性能/价格比：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系统售价：875,180 USD人民币七百二十六万三千九百九十四元性能/价格比：US$ 23.18 per tpmC我还是想买Oracle因为我觉得我的应用是关键的业务应用我怕SQL Server 不行我想要115,395 tpmCSQL Se

18、rver 行不行？看看 37,757.23 tpmC 什么含义？一个制造业公司有3104 个仓库,31040个销售区78,240,000个客户, 100,000种零部件, 310,400,000个零部件库存931,203,891笔订单 (1.5 TB数据量)30,480 个并发用户一天之内处理24,368,818个新订单, 23,428,210笔收款和6,578,820笔其他交易。所有工作在一台效劳器上完成, 系统总价$875,180SQL Server 行不行？看看 37757.23 tpmC 什么含义？作为比较, NYSE 顶峰时的交易量不到每天一百万。 Visa, Citicorp, BOA, Wal-Mart 每天大概有一千万到四千万笔交易, AT&T 每天全球大概有 二亿个 。SQL vs Oracle如果用SQL解决AT&T的交易：4个系统，本钱为USD 3,500,720如果用Oracl