非常好解決方案售培訓(xùn)資料英文版

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6、 1. 2. : : : : : :48 t . . & . . .49 ?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 (rep

7、eat pain) also 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

8、solve. . . (repeat 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? 50R1I1C1R2I2C2R3I3C3* 9 .*51 ? ? ? ? ? 52 s $ C3 , 53 - : . . . . . .Prospect reveals and volunteersaccess to power person(s)Prospect does not reveal orvolu

9、nteer access to powerProspect 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

10、 promising Sponsor 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 discuss54 . “ ” - - ! C W55 a “ ” . ( , .) “ ”. 5 - . . . “ ” “ ”.56 s ? ? ? s a ? ? ? !57 ? “ ”. “” 58 : :

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