High-quality author list Course background: The information society is quietly coming, all industries are actively or passively required to embrace new technologies and apply new technologies to old scenarios, How can a company's technical capabilities be recognized on the user side, in addition to the product itself, it also needs qualified, experienced and powerful technical experts to efficiently deliver value, so as to shorten the sales cycle of the project, improve the success rate of the project and even create high profits.
This course helps technical sales to quickly improve their expert image on the client, understand and master the IT (pre-sales) consulting operation methods, methods, systems, tools and skills, improve the situation that it is impossible to dig deep and fast into user needs and converge the business blueprint in the past, and provide a set of overall IT technology consulting methods that can achieve end-to-end in a clear, scientific and fast manner.
Operate a practical project from multiple perspectives such as consulting methodology, tools and applications, skills and techniques, meet the multi-objective characteristics of pre-sales consulting, and maximize the level of consulting. Provide scientific scheme methods and design architecture ideas, and quickly integrate them into the consulting plan. Improve technological competitiveness! Improve the efficiency of pre-sales service!
Course Objectives:
Master the skills and working methods of a "technical consultant".
Master scenario-based value delivery methods.
Learn how to quickly build an expert profile.
Enhance the appeal and professionalism of customized marketing materials.
Enhance the ability to present high-end technical solutions and enhance the professional image of enterprise technology.
Conduct a comprehensive competitive analysis and produce targeted competitor analysis materials.
Master the modeling tools and working skills commonly used by technical consultants.
It can cultivate the value transmission ability of the technical team and the sales team, and enhance the combat effectiveness of the pre-sales and sales team.
Master how to write a research project application.
Course Duration:2 days, 6 hours a day.
Course Audience:Pre-sales engineers, technical directors, consultants, product trainers, program explainers, etc.
Course Method:Group discussion + case sharing + role-playing + practical commentary;
Course Requirements:Ask the company to prepare a classroom case; Small class size, each class size is controlled within 40-80 students.
Course outline
Lecture 1: Value guidance based on technical value delivery scenarios
1. Scenario-based thinking - a value delivery method that is integrated into the customer's work scene
Case:Jiang Xiaobai's copywriting.
1.Scene cutting method - half-heartedness.
Case:Big data full-process scenario cutting training.
Case:Application for big data projects.
2.The key to scene detonation.
Practice:Value cutting.
2. Misjudgment thinking - help to quickly establish the image of experts before sales
1.There are 25 common tendencies that affect customer judgment.
2.Guidance methods that affect customer judgments.
Practice:A method to guide the customer's judgment.
Lecture 2: Conception and production of customized marketing materials
1. Positioning of customized marketing materials
2. Definition and composition of marketing materials
Definition of Marketing Materials
1) Broad: all pre-sales materials.
2) Narrow: Materials that communicate directly to customers.
Marketing materials form the focus
1) Company introduction, annual report, etc.
2) Solution and product introduction articles, main films, color pages, success stories, etc.
3) The display content of various activities, letters to customers, speeches, interviews, etc.
4) Advertisements, advertorials, **
5) News and release letters.
6) Other customer communication materials.
3. How to plan customized marketing materials
1.Vision & Mission.
2.Strategic solutions.
3.Solution.
4.Product portfolio.
5.Products.
4. 3 Common Questions for Writing Marketing Materials
1.Self-centeredness.
2.The point of view is not prominent.
3.Technocratic tendencies.
Case:A product introduction with "heart".
5. Methods of writing marketing materials
1.pass the analysis method.
2.10-word three-point paragraph layering method.
3.Essence value refining method.
Tools:Customized marketing evaluation tools.
Practice:10-word three-point paragraph layering method.
Practice:Essence value refining method.
Lecture 3: Design and production of high-end technical reports
1. High-end technical report: PPT production
1.Principles of PPT production.
2.The four concepts of PPT design.
1) Scenario-based.
2) Based on industry trends.
3) Based on customer problems.
4) Based on the theme of the event.
Case Studies & Exercises:Production of high-end technical report PPT.
Second, use subtle technical advantages to compete and guide
1.Porter's Five Forces.
2.Competitive analysis rocket diagram.
3.Preparation of multi-dimensional competitive analysis materials.
Case Studies & Exercises:Include appropriate competition guidance materials in the presentation materials.
Lecture 4: Ways to build an integrated technology-sales team
1. Pre-sales to help the rapid cultivation of the five major capabilities of sales technology
1.Improve the ability to make modular solutions for sales.
2.Improve the ability to summarize the value of sales products.
3.Improve the ability to make sales product lists.
4.Improve the ability of sales to provide clear demand feedback.
5.Build a harmonious sales-technical support system.
2. Make four sales technical support kits
Tool Making:Company Introduction: x Minute Edition.
Tool Making:Case introduction x minute version.
Tool Making:Product** Customer testimonials.
Tool Making:Technical Reporting Cheat Sheet.
Lecture 5: Essential Skills for Selling Advanced Consultants
1. 5 common models of pre-sales consultants
1.The basic method of architecting a model.
2.5+3 discourse model of customer communication.
3.SWOT model.
4.PDCA model.
5.SCP model.
6.Five-storey two-wing model.
Practice:The basic way to build a model.
2. 6 common skills of pre-sales consultants
1.Prep Methods and Practices.
2.Presentation of solutions and cases.
3.Speak with the facts.
4.Think logically.
5.Get information.
6.Preparation of reports.
Walkthrough:Story-based program explanation ability training.
Lecture 6: Skills of scientific research project declaration
1.Definition of scientific research projects and difficulties in project application.
2.Interpretation of the application guidelines.
3.Form an application plan.
4.Internal messaging.
7 key points in the preparation of scientific research projects
1) How to relate to the topic of necessity and feasibility analysis.
2) How the significance of the project is reflected.
3) How to reflect the advanced and innovative nature of technology.
4) Basis for project establishment.
5) Project objectives, main content and pipe fitting technology.
6) Project characteristics, innovation and technical routes.
7) Benefit analysis and risk avoidance.
Practice:Application form for scientific research projects.