快速赢单技巧经验分享

,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,#, Copyright 2011 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,#,12/27/2011,HP Confidential,#,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,12/26/2011,HP Confidential,#,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,Q&A, Copyright 2010 Hewlett-Packard Development Company, L.P.,12/27/2011,HP Confidential,#,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,29/12/2011,#,Click to edit master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,2011 Hewlett-Packard Development Company, L.P.,The information contained herein is subject to change without notice,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,#,29/12/2011,#,Click to edit master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,2011 Hewlett-Packard Development Company, L.P.,The information contained herein is subject to change without notice,29/12/2011,#,Click to edit master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,2011 Hewlett-Packard Development Company, L.P.,The information contained herein is subject to change without notice,2011 Hewlett-Packard Development Company, L.P.,The information contained herein is subject to change without notice,快速赢单技巧,经验分享,赵江波,中国惠普有限公司,软件部,2011 Hewlett-Packard Development Company, L.P.,The information contained herein is subject to change without notice,赵江波,先来考虑的几个问题,一个人回来，说那里机会好多！,一个人回来，说那里没有机会！,沙漠卖鞋子的故事,创造需求？,还是迎合需求？,这是一个首要的问题,关系,为什么关系这么重要？,这是一个复杂的问题,为什么关系这么重要？,长久的契约,必,胜的博,弈,家电以旧换新的案例,困难,:,退却的理由？,淘汰敌人的挡板？,这是一个态度的问题,总有一个特别的流程，关键是,，,1,， 你去找了吗？,2,， 你找得到吗？,3,， 别人给走吗？,2011 Hewlett-Packard Development Company, L.P.,The information contained herein is subject to change without notice,如何快速赢单？,赵江波,如何快速赢单？,控制,信任,需求,控制,信任,需求,个人的需求,马老师,IT,组织的需求,控制,信任,需求,生存,安全,效率,创新,自我运作,IT,组织的需求,控制,信任,需求,效率,安全,生存,创新,自我运作,ITFM,IM,ITIL,数据库中间件,安全,如何快速赢单？,控制,信任,需求,信任,对组织的,对个人的,能力,态度,行业,产品,及时,质量,服,务水平,厂家支持,组合,分析,满足,再分析,客户向销售人员要什么？,控制,信任,需求,如何快速赢单？,时间,坚持,加速,金额,长期和短期,自己和合作伙伴,赢率,交叉验证,如何控制,HP,帮您什么？,信任,对组织的,对个人的,能力,态度,行业,产品,及时,质量,服,务水平,分析,满足,再分析,厂家支持,组合,需求,先锋部队,信任,后勤部队,控制,警察部队,先锋,护卫,后勤,您,23,