Selling ERP (Basic Track)...6

COLD CALL Scenarios

Calling IT Mgr [technical buyer]

1.    Focus on technology: DB, OS, and Communication ….

2.    Focus on reference and big names and success stories.

3.    Focus on IT training.

4.    Focus on diversity of our products and several customers using it whom are always in need to hire staff and it will be an asset that this staff applied before the same application.

Calling Financial Mgr [economic or technical buyer]

1.    Focus on business: accounting, decision making, departments…etc.

2.    Focus on reference and big names and success stories.

3.    Focus on accounting training.

4.    Focus on ease of use and reports.

5.    Pricing  and may be some comparisons

Calling Decision Maker

1. Focus on benefits to his business, cost reduction …..
2. Focus on reference and big names and success stories.
3. Focus on TCO & ROI.