Selling ERP (Basic Track)...4

o   Selling Phases in details:

·         Qualification

The objective of this first and important phase is to qualify the prospect technically and financially, technically to obtain the result whether he and our applications is fitting to each other or not, and financially to obtain whether he can afford a budget to purchase the software or not.

This phase includes some tasks as follows:

- Lead generation: generating prospects [Leads] from different sources such as directories, channels, relations, ads, newspapers, databases, websites …etc. then start the qualification process via telephone call first.

- Telephone calls: we can nominate it [Cold Calling], it is a matter of making an ad, as if u r getting one from his shirt or saying him see this billboard, or saying to him do u want to buy this… a marketing or advertising issue not to sell directly but to ad so each salesman must know before he starts that he is doing an ad so he must be precise, briefly talking and introducing what he wants in few minutes also collecting needed data to make a complete needed database of prospects with some basic important data that may be needed currently or in the future.

- The speech must be 2 way not one way, i.e. dialogue not monologue.

- Some points to lead the speech and get benefits:

          * Questions to make him talk not to listen only.

          * No long speech.

          * Different scenarios according to different titles.

          * Trusted words as no hidden cost, no surprises, money back [if needed] … etc.

- The telephone basic scenario [Questions or info to know]:

1. Introducing Ur self and company name & activities.
2. Are you interested or not, have other, not now…etc.
3. There are 4 points to be clear in your speech:

o    Old Software.

§  This will make us know Ur pains.

o    Budget

§  Competition.

§  Old software & his problems.

§  Direct question

§  Direct pricing.

§  Number of PCs, infrastructure….it related products.

§  IT Manager & department or not.

§  Number of branches, companies …etc

o    Time to start

o    Competition.

§  This will make benefits to u, to provide u with actual data about them since we know each other more than a demo.

§  Our pricing may be affected.

What other questions by tel:

·         Number of branches.

·         Contacts & Address.

·         Other titles involved in the decision making process.

·         How do u purchase.

·         Other data…