客户经理的白金课程 操纵的游戏
- Introduction
- 1. Welcome and my journey
- 2. Product differentiation is dead.
- Part I Rig the buying criteria
- 1. Rig the 'root cause' in your favor
- 2. Rig the desired solution in your favor
- 3. Lead with a Nexus
- 4. Sell the 'micro problem'
- 5. Influence their subconscious mind with 'super social proof'
- 6. Bull Charge (if you have a superior product, don't get cute).
- 7. Find the 'weakness WITHIN their strength' (sales judo)
- 8. Redefine the scope of the deal to favor you
- 9. The 'credibility landmine'
- Part II Rig the buying process
- 1. Ask for an exclusive evaluation, pass on the savings
- 2. Add or remove steps that improve your position
- 3. Accelerate when you're winning (strike while the iron is hot)
- 4. Delay when you're losing (5 tactics)
- 5. What to do when it's rigged against you
- Part III Rig the buying committee
- 1. Analyze your influencers with 'PAPR'
- 2. The Power Coach
- 3. What to do when you have a power champion, but they're deferring to their team
- 4. How to neutralize your competitor's 'friend'
- 5. The saboteur with no influence
- 6. Live Example- Using PAPR to create your own strategy
- Conclusion
- Conclusion