Selling ERP (Basic Track)...8

·         Demonstration

This is the step of making the presentation or/and life demo t the customer the output of this step is to assure the technical qualification in step 1 and to get the direct feedback of the prospect and mentioning the gaps if exists.

Basic Points for presentation:

Presentation Skills that must be available in presenter or presales:

1. Self confidence.
2. Eye & Body Language.
3. Speech, voice and focus.
4. Focus on all.
5. Lead the audience.
6. Notes to remember.
7. Accurate and brief and details when needed.
8. AIDA, attention, interest, desire, action OR LOCATE, listens, observe, combine [talk & listen], ask, talk to others, emphasize.
9. 20 minutes then try refreshing …. So one must alter or ask questions as: does this meets your business requirements, or does your old software made this before or above or don't, we think we are good at this for example [ofis] don't have this and we don't know if other had made this or not….
10. Focus on product, services and the company, company by years, references, owners…. Product by features and services through technical structure and after sales services as support. No one may start by the demo once and the features, but try first to (LOCATE) then company then services and the product features at the end.
11. Focus first on competition if known, if not so try to complete your qualification outputs by trying to know and don't tell every thing until know first and also we might make another demo by technical man, this is a demo overview only …. A lot of reasons.
12. Don't tell any about competition except through features, any other known data about competition to be said through the rest of the selling cycle or some at the phone first.
13. How to know comp/old through demo: by questions as follows:

1. Tell me briefly about your business , I knew from the phone that … but I need to listen 5 minutes to u directly to confirm the data and if thing missing and through his speech and how is this handled now, or how would u like this to be handled so he will tell u I saw…. Or tell me u so u will tell him and see his reactions and ask him about feedback to analyze competition so u must first choose a strong point ur app can handle.
2. Have u seen like this before?
3. Do u need this?
4. Does this feature been used by ur staff before and how?
5. This feature had been made after a contract from about 6 months for a certain customer who had used delta and they don't so he replaces it by us?
6. Attract and squeeze, stick and carrot.
7. Ur business need now or then to communicate ur branches as we made for references…. any [so u must choose an available point to gain trust, and also a needed point for his business, and a non-available in all sws] do u know that in a certain deal the competitor with out names and bad mouth told the customer that he will communicate through the web and that this is available currently and opened an interface and the customer trusted and then the feature was under development and of course when he knew from us he told them he want to experiment it life so they told him it will be finished after one month…!!!!!

n.        Brief first then details brief to attract him by certain points upon the qualification as product features he already needs and don't have, technical structure for those who have this pain, company branches and references for those who want stability ….

15. Not from your point of view but from the business point of view.
16. Different approaches according to the audience, technical or financial or decision maker's reports and analysis so benefits and cost reductions ….better decisions…
17. Ur way not the audience way but to be flexible… ohh this point is very important u are very clever , it seems u have applied several software before…[this will make him proud of himself through his staff and colleagues and also likes u] but at the end " I will go through well when I go to the inventory to keep demo integrity and don't interrupt them…also this may be done when a feature u see it is very important to them and it will definitely cancel the sale if not available NOW…..