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A WORD FROM Author
作者有话说

Dear SalesExecutive:

各位销售精英,大家好:

How

much better could your salespeople get at their jobs if you were able

to sit down with each of them, in real time, and help them construct a

detailed plan for every upcoming sales call they intend to make on every

client? I’ll bet that even your above-average reps could improve

significantly. I’ll bet your below-average salespeople could improve

spectacularly.

如果您能够与他们实时坐下来,并且帮助他们为每个客户打算进行的每一次销售电话制定详细计划,那么您的销售人员能够更好地完成工作吗? 我敢打赌,即使高于平均水平的代表也可能会有显著提升。 我敢打赌,低于平均水平的销售人员可以大幅提升。

Action

Selling has now developed a mobile tool that lets you do essentially

that. You can become a real-time coach, guiding each salesperson through

an optimum sales process customized for each individual customer. You

can do it any time, from anywhere.

ActionSelling现在开发了一种移动工具,可以基本上让您做到这一点。 您可以成为实时教练,通过为每个客户定制的最佳销售流程指导每个销售人员。 您可以随时随地进行此操作。

Intrigued? Then please read on.

感到好奇? 那请继续阅读。

We are committed to your professional success.
我们致力于您的事业成功。



Duane Sparks杜南?斯巴克斯

Author of Action Selling行动销售作者
THE NONSTOP SALES COACH.
马不停蹄的销售教练


If

you have trained your salespeople in Action Selling, you are already

way ahead of the game. But now, what is the optimum thing you could

imaginably do to supercharge that training and squeeze the most value

out of it?

如果您已经在销售行动中培训过您的销售人员,那么您已经领先于业内。 但是现在,你可以想象的最好的事情是如何增强培训并从中获取最大的价值?

How

about this: Suppose you had a mobile online tool that would allow you

to guide and advise each of your salespeople, in real time, as they

planned every customer call. That would put you in the game on every

call, even though you can’t be physically present. Together, you and

your salespeople could continuously refine the skills and knowledge they

gained in the sales training program.

怎么样:假设你有一个移动在线工具,可以让你在计划每个客户电话时实时指导和建议你的每个销售人员。 即使你无法亲自到场,这也会让你在每次通话中都能了解实况。 您和您的销售人员可以一起不断完善他们在销售培训计划中获得的技能和知识。SUPPOSE YOU COULD CONTINUOUSLY REFINE THE SKILLS YOUR REPS GAINED IN TRAINING?
支持你可以不断重新定义你在训练中获得的技能吗?

That tool now exists. We call it “Plan to Win + Replay the Call.” Here is how it works:

该工具现在存在。我们将其称为“计划赢取+重播呼叫。”以下是它的工作原理:

Whenever

one of your reps completes a plan for a client call, you, the sales

manager, get a copy of the plan on your computer or any online device.

You see the client and the client’s company. You see the “milestone” in

your own company’s sales process that the rep has reached with this

client. You see the salesperson’s Commitment Objective for the call—the

specific action the rep wants the client to agree to take that will move

things forward to the next milestone in your sales process. You see the

pre-planned questions the salesperson intends to ask to uncover the

client’s most critical needs. And you see the salesperson’s strategy for

gaining commitment.

每当您的某个销售代表完成客户呼叫计划时,您(销售经理)就会在您的计算机或任何在线设备上获取该计划的副本。您可以看到客户和客户的公司。您可以在自己公司的销售流程中看到代表与此客户达成的“里程碑”。您可以看到销售人员的电话承诺目标

-

代表希望客户同意采取的具体行动,这会将事情转移到销售流程的下一个里程碑。您可以看到销售人员打算提出的预先计划的问题,以揭示客户最关键的需求。而且你看到了销售人员获得承诺的策略。

In

other words, you see a complete plan for each and every sales call your

salespeople intend to make, structured and organized in the systematic,

research-proven manner they learned in Action Selling training. You can

coach, guide, nudge, remind, suggest, alter, praise, or overrule,

according to your best judgment.

换句话说,您可以看到销售人员打算通过行动销售培训中学到的系统化,经过研究验证的方式制定,组织和组织的每个销售电话的完整计划。根据您的最佳判断,您可以教导,指导,轻推,提醒,建议,改变,表扬或否决。

None

of this is time-consuming, either for you or for your salespeople. The

sales rep constructs the whole step-by-step plan simply by filling out a

series of boxes on a computer or mobile device.

这对您或您的销售人员来说都不是耗时的。销售代表只需在计算机或移动设备上填写一系列框架即可构建整个分步计划。

Wait,

there’s more. If you’d like to see a summary of upcoming call plans by

all of your salespeople, all in one place, just call up that summary on

your dashboard. That gives you a convenient, immediate, and nicely

detailed handle on what your entire sales force is up to—whom they are

calling upon, the milestones they have reached with various clients, and

how they plan to move the selling process forward.

等一等,还有更多。如果您希望所有销售人员在一个地方看到即将召开的通话计划摘要,只需在信息中心上调出该摘要即可。这为您提供了一个方便,即时,详细的处理方式,可以了解您的整体销售人员所要求的承诺,他们与各种客户达成的里程碑,以及他们计划如何推动销售流程。

But

wait, there’s still more. I’ve only described the “Plan to Win” part.

In the next issue of eCoach, we’ll talk about how this mobile tool helps

with another key step in the Action Selling system: “Replay the Call.”

但再等等,还有更多。我只描述了“计划赢”部分。在下一期eCoach中,我们将讨论此移动工具如何帮助Action Selling系统中的另一个关键步骤:“重播呼叫”。

For

now, let’s just say that this revolutionary online application offers

you an unprecedented opportunity to take sales coaching to a whole new

level. That translates into a new level for your company’s sales

performance, as well.

现在,让我们说说这个革命性的在线应用程序为您提供了前所未有的机会,使销售指导达到一个全新的水平。这也为您公司的销售业绩带来了新的水平。



* For information about how to make sales training pay huge dividends, contact us at 0755-88265430,88261982.
有关如何使销售培训获得丰厚回报,欢迎致电我们:
0755-88265430,88261982
微信号:actionselling



? 近期公开课:? 3月28-29日 深圳? 科特勒学院专注企业营销销售培训
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