Tham khảo tài liệu 'how to compete and win when the stakes are high_2', khoa học xã hội, kinh tế chính trị phục vụ nhu cầu học tập, nghiên cứu và làm việc hiệu quả | A Value-Driven Diagnosis-Based System for Complex Sales 63 traveled through the Prime Process have a clear understanding of their challenges and they know what the best solution will look like. In fact they have become co-authors of that solution. That is why sales professionals who use the Prime Process and have not disqualified the customer by its final phase experience exceptional conversion ratios. That is also why the final step and ultimate goal in the Deliver phase is not to close the sale but to maximize the customer s awareness of the value derived from the solution that is being implemented. The tasks in the Deliver phase begin with the preparation and discussion of a formal proposal and the customer s official acceptance of the solution. The next steps include the delivery and support of the solution and the measurement and evaluation of the value that has been delivered. The final task of the Deliver phase is to serve the customer and grow the relationship. In the Deliver phase we want our customers to see us as dependable. We literally do what we said we were going to do and deliver on the value we promised. As we complete the sale our customers should be thinking You are here for me and you will take care of me. I can depend on you now and in the future. The four phases of the Diagnostic Business Development system the Prime Process represent a fundamental reengineering of the conventional sales process. The process eliminates the inherent flaws in the sales processes of previous eras directly addresses the gaps in our customers decision processes and helps ensure that sales organizations connect the value of their companies solutions to their customers situations. It is a process done with the customer in a very transparent fashion not a process done to the customer in a covert manner. 64 A PROVEN APPROACH TO WINNING COMPLEX SALES The Right Set of Skills for Complex Sales The second element of any profession encompasses the knowledge and skills that
