기업간 판매를 위한 교섭[설득]을 완성하는 9가지 요소 : 9 Ingredients of a Compelling B2B Sales Pitch [SlideShare]

출처 : http://www.slideshare.net/slidesthatrock/how-to-pitch-b2b-pdf?ref=http://blog.hubspot.com/sales/ingredients-of-compelling-b2b-sales-pitch?utm_campaign=blog-rss-emails&utm_source=hs_email&utm_medium=email&utm_content=15443304

How to Pitch B2B from Slides That Rock

핵심은 62 page 인데요.
기업간 판매를 위한 교섭[설득]을 완성하는 9step을 쇼핑몰에 적용하여 고객이 제품을 구매하게 전환시나리오로 전개할 수 있다면 전환율을 높히는 훌륭한 방법이라 소개합니다.
9 Ingredients of a Compelling B2B Sales Pitch

원고의 내용은 아래와 같습니다.
1. Hook
A hook can be an interesting fact or statistic, a short story or a question. It has to be relevant and interesting.
2. Objective
Explain what the client will get from listening to your presentation. ! How will your talk help them make or save more money, work faster, or kill the competition?
3. Roadmap
Show the client the ”map” of your presentation. Introduce the 3 pillars: The problem, the solution and the product. ! Follow the old formula: “Tell them what you’re going to tell them; tell them; tell them what you told them.” !
4. Problem
What’s the the specific problem faced by your client and why? Low sales, low productivity, declining market share or staff leaving? Illustrate the problem with a story, an example and/or data.
5. Solution
Introduce the solution to the problem you just described. How will it help the client solve the problem? ! Support the solution with a story, an example and/or data.
6. Our Product
Present your product and be clear on the three main benefits. ! Include a story about another client you have helped. A story builds credibility and it inspires people to act. !
7. Summary
You have described the problem, the solution and the product in detail. Now tell them what you told them, and summarize the three pillars to make sure everybody is on the same page.
8. Why Us?
How are you different from the competition? Many products are hard to tell apart. Instead a real differentiator might be how you do 9. Call to Action
business (service, speed, quality), the team (special talent) and/or proprietary technology. Focus on max 3 key differentiators.
Finish the talk with a call to action. What do you want the client to do now? Remember to always ask for the order or make another relevant call to action! If you don’t ask, you don’t get. !