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FÖRBEREDA                                                                                                                                                  INITI

                                                               SÄLJPROCESSEN
            Steg 1   I tt e r a k ti v p r o c e s s                            Steg 2   I tt e r a k ti v p r o c e s s



               SKAPA                             VERIFIERA                      PRESENTERA                           ETABLERA                                ARB
            FÖRTROENDE                            BEHOV                           LÖSNING                              AFFÄR                                  Tim




                                                                                                                     LEVERERA


                                                                                                                                               Analysarbete
                                   Leverera över/under förväntan påverkar förtroendet



                                                                                                                                PRODUKT                       LÖ
                           Kunduttryckta                                                                                        PORTFÖLJ
                              Behov
                                BRIST
                                ÖNSAN                                RFP
                                RISK                            Offertförfrågan
                                                                                                                                                Missnöje
                                                                                                                                                   FRÅGODIS
                                                                                                                                Steg 1
                                                                                                                                                   Generella sit
                                                                      KUNDMÖTE DISPOSITION                                                         Specifika sit
                                                           Steg 1


                                                                    Inledning                                                               Missnöjesfrågor
                                                                                         Intervju
                                                                      15min               25min
                                                                                                                                            Konsekvensfrågor

                                                           Steg 2
                                                                                                                                            Konkretisering

                                                                    Presentation         Avslut
                                                                       10min             10min                                              Lösningsfrågor


                                                                                                                                            Överenskommelsefr


                                                                                                                                         .......NÄSTA STEG




                                                             Ledning       Värde
                                                                                                                                                               P
                                              Affärsområdeschef           Lösning

                                                       Avdelningschef    Funktion




UTVECKLA
IERA                                                                   DIRIGERA



        TRE LÄNKADE PROCESSER SOM LEVERANTÖR


BETSPROCESS          SÄLJPROCESS                KÖPPROCESS
me management    Säljprocessfunktionalitet   Mental & Organisatorisk




ÖSNING                 BAIT




SPOSITION

tuationsfrågor

tuationsfrågor




rågor


                                         Steg 2




PAIN                   BEHOV                      SITUATION




                            Operativt hos prospect/kund




                                                                       AVSLUTA

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  • 1.
  • 2. FÖRBEREDA INITI SÄLJPROCESSEN Steg 1 I tt e r a k ti v p r o c e s s Steg 2 I tt e r a k ti v p r o c e s s SKAPA VERIFIERA PRESENTERA ETABLERA ARB FÖRTROENDE BEHOV LÖSNING AFFÄR Tim LEVERERA Analysarbete Leverera över/under förväntan påverkar förtroendet PRODUKT LÖ Kunduttryckta PORTFÖLJ Behov BRIST ÖNSAN RFP RISK Offertförfrågan Missnöje FRÅGODIS Steg 1 Generella sit KUNDMÖTE DISPOSITION Specifika sit Steg 1 Inledning Missnöjesfrågor Intervju 15min 25min Konsekvensfrågor Steg 2 Konkretisering Presentation Avslut 10min 10min Lösningsfrågor Överenskommelsefr .......NÄSTA STEG Ledning Värde P Affärsområdeschef Lösning Avdelningschef Funktion UTVECKLA
  • 3. IERA DIRIGERA TRE LÄNKADE PROCESSER SOM LEVERANTÖR BETSPROCESS SÄLJPROCESS KÖPPROCESS me management Säljprocessfunktionalitet Mental & Organisatorisk ÖSNING BAIT SPOSITION tuationsfrågor tuationsfrågor rågor Steg 2 PAIN BEHOV SITUATION Operativt hos prospect/kund AVSLUTA