Presentation Transcript

1. Presales Cegid Business Ret@il
2. Definition of the role Definition of the role The presales consultant is in charge of the technical / functional aspects during the sales process in order to support sales managers Mission Assists the sales manager in the working out of the proposal during the sale cycle Analyzes the customer needs and identify the right technical solution working closely with the technical services Produces technical and functional documents, the product demo, is in charge of the training of the sales team on the products Assists the sales manager during the different phases of the sale process Oversees the start of the realization of the project, follows the development until the go live Link between the sales team and Professional Services POS
3. Attitudes required Ability to ensure good working relationships, Good commercial skills, Capacity in oral and written expression, Creativity and liveliness Real skills in the management ofresources in fashion project Passion and knowledge for the Retail market, and for IT field Empathy POS
4. The tools Presentations ppt Product installation Prospect qualification form Demo Script Product documentation (news on new version, ..) Product video Live demo … and everything your creativity can suggest POS
5. The demo First impression The first impression is frequently the strongest: Be self confident A good morning attentive Shake the hand close to your body Look in the eyes in particular during the presentations Show that you take time to assimilate the names Give attention to the protocol Grant importance to everything is given to you (business card, documents) You are not there to surprise for: your dresses, your attitude, or vocabulary seducing You are there to sell… POS
6. The demo The discovery Find out the critical points Motivations of the prospect - customer Our strengths Weaknesses of the current solution Weaknesses of the competitors Irrational Globally there are many reasons for buying a Cegid solution but only few will be decisive The prospect usually doesn’t show the real critical points POS
7. The demo The discovery: new installation or substitution New installation Elementary needs satisfaction Productivity Simplicity Substitution Answer to dissatisfactions Vision/vocabulary/method oriented by the current solution Detail / « picky » Most part of our customers are already equipped POS
8. The demo The discovery: who is he? What does he want? Qualify Company / activity Type and size of the company Activity How does he work Organization Management method / Commercialization His perimeter of decision Decision maker / Approver Evaluator / User Desires Often= His dissatisfactions The nonverbal POS
9. The demo The discovery: short and efficient The prospect considers : That his case is standard but it ‘s also unique That a specialist naturally has to know his needs That our solution is good only if it "thinks" as he does That do not expose = Strength of negotiation That Commercial = Liar That the demonstration is the beginning of the negotiation Then he : Doesn’t discover himself Hides his satisfaction Concentrates his attention on critical points only POS
10. The demo The discovery: some suggestions Try to extrapolate some information to obtain from it all the others. Examples in Retail fashion: Business Type of stores: branches, franchising, affiliated, agents Decentralization Articles characteristics (dimensions, barcodes, price..) Complex needs : Restocking everyday ? Customer loyalty Control of the staff Type of customer: Producer, retailer Specialized chains Technology installed: Internet connection Hw + sw POS
11. The demo The discovery: some suggestions Business + volumes N. of product codes N. of sale tickets per shops on a certain period N. of customers N. of current and future shops Turnover, budget, profits, objectives … Qualification Users knowledge IT skills Team size POS
12. The demo The discovery Establish the contact Lead the prospect to trust in you Identify the critical points: Adapt the demo Adapt the speech Adapt the presentation Set up a winning meeting POS
13. The demo Use your intelligence in relation to the situation: A point will be critical if the prospect perceives it this way Try to explain all the critical points easily using the customer language and putting them in his context and adapt to the real situation A critical point may became an advantage for us; use your insight POS
14. The demo Your behavior: Don’t be right for nothing Don’t look for a debate but for a consensus, discussing is a defensive position thus a confession of weakness Never devalue the prospect or the way he does Everybody prefers empathy to sarcasm Never depreciate the existing solution The existing solution has often been selected by the prospect Do not oversell Do not create expectations impossible to satisfy Do not trap itself Ask open questions POS
15. The demo Your behavior Show what’s necessary and decisive Suggest what’s intuitive Mention what’s is evident Do not mention or show what’ s not in the context To a simple question just answer « of course Mr Smith » which is more effective than 10 minutes of complex demo Play your demo really believing in it Observe customer reaction and adapt to him POS
16. The winningdemo Gain the YES Do not spend all your arguments at the beginning of your demo Be expressive, try to encourage the customer’s imagination during the demo, use concrete examples End on a critical point At the end of the demo summarize the initial requirements underlining the solution and ask for the opinion POS
17. Thanks for yourattention and… Good sales.