客户决定旅程

客户决定旅程

customer
获得

创造
价值
扰乱/
区分
为什么改变?
Why You?
提升
价值
justify/
关闭
为何投资?
Why Now?
捕获
价值
谈判/
保护
为何支付?
为什么标志?

customer
扩张

扩张
价值
保持/
生长
为什么留下来?
为什么进化?

It’s tempting to believe that prospects and customers will all follow a set of repeatable steps that eventually inspire them to choose you. But in reality, your buyers are asking a series of weighty, specific questions in, what we call, the Customer Deciding Journey.

客户决定旅程包括四个值Conversations. These are pivotal moments for both you and your buyers because in each of these conversations, they’re asking difficult questions that your team needs to answer if you want to win their business.

虽然大多数培训计划教授更具内部集中的销售流程,但决定旅程反映了您的买家思想中发生的事情 - 他们正在思考和做的事情,而他们决定是否从您那里购买。

当您了解买家框架价值和制作选择的方式时,您可以根据每一刻内定制您的方法以使其特定的动机和心理。188betapp苹果

CreateValue

我为什么要改变?
我为什么要选择你?

向新前景销售更多关于变革管理而不是销售。作为局外人,你正在努力 - 您的买方的自然倾向,以留下目前的情况。因此,为了说服他们改变并选择您,您需要扰乱您的前景的现状,推动更改的必要性,并创建一个购买愿景,让您有利于您的竞争对手。

ElevateValue

我为什么要投资?
Why should I do it now?

什么时候需要向执行决策者证明您的解决方案的价值证明?在这些对话中,您的目标是通过突出影响其情况的风险来展示改变的紧迫性,以前引入了以前未核准的需求,并提供对其业务产生积极和切实的影响的解决方案。

捕获Value

我为什么要支付你所要求的?
我的公司为什么要签名?

随着优惠提前,处理定价压力并避免不必要的折扣变得更加困难。您的销售代表需要培训来处理压力,并有利可图。在复杂的销售场景中,他们还需要学习通过多方购买委员会指导对话的技巧,并避免任何“最后一英里”达成协议挑战。

扩张Value

我为什么要和你在一起?
我为什么要从你那里购买更多?

当您的潜在客户成为客户时,您将成为其现状。Your salespeople won’t win these conversations by using the same provocative approach as they use for winning new business—keeping and growing customer revenue requires entirely different messages, content, and skills.To keep and grow business with existing customers, you need to reinforce your value early and often, and actively defend the relationship against your competition.

make value specific with decision science

一定尺寸适合的所有消息和技能都不会抵抗您在客户决定旅程中所需的购买决策范围内。

Corporate Visions is the only sales training company that has rigorously studied the invisible forces that shape human decision-making in each of the Value Conversations. And from this research, we’ve developed a scientifically tested set of sales training programs called The Customer Conversation System.