High-quality author list Course background: The information society is quietly coming, all industries are actively or passively required to embrace new technologies, apply new technologies to old scenarios, your customers are growing, pre-sales engineers as the main transmitter of product technology value, not only to know it, but also to know why. That is, to know the "Ran" of the product, but also to know where the "Ran" comes from, where the advantages come from, what concept is based on the design, what concept is based on the architecture, and how to achieve it technically, that is, the pre-sale should be able to convince customers, prove the credibility of the sales "Naturally", and enhance the technical competitiveness of the product on the user side.
This course systematically teaches the whole process of pre-sales working methods, the effective ammunition that should be prepared before pre-sales, improves the value transmission ability of pre-sales listening, speaking, reading and writing, effectively carries out efficient value delivery, masters the writing methods of different types of bidding plans, and combines them with actual sales scenarios and sales processes, properly handles the relationship between sales and pre-sales, makes the pre-sales training work as immersive, and quickly improves the overall value delivery ability of pre-sales.
Course Objectives:
Clarify the career orientation and responsibilities of pre-sales engineers.
Master the full set of pre-sales workflow application skills.
Master the basic skills of listening, speaking, reading and writing for pre-sales expression.
Improve the appeal of personal speeches and make the expression more vivid and interesting.
Improve the sales ability of the solution presentation, enhance the customer's trust in the sales presentation plan, and ensure the smooth progress of sales.
Improve the efficiency of sales and pre-sales, and enhance the overall combat effectiveness of sales and pre-sales.
Course Duration:2 days, 6 hours a day.
Course Audience:Customer-facing sales managers, channel managers, pre-sales engineers, product trainers, program explainers, etc.
Course Method:Group discussion + case sharing + role-playing + simulated practical exercise + 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: Plan before moving - pre-sales work
First, the positioning of the pre-sales engineer
1.The type of pre-sales person.
2.Responsibilities of pre-sales personnel.
3.Career planning for pre-sales personnel.
Second, the key shift from technology to pre-sales
1.Strengths and weaknesses of technical engineer thinking.
2.Market awareness that pre-sales engineers need to have.
3. Pre-sales knowledge system and work process
1.Technical system.
2.Skill system.
3.Strategic system.
4.Competency model for pre-sales technicians.
5.Standard pre-sales workflow.
Fourth, the preparation of pre-sale
Pre-Sales Kit:
1.List of essential equipment.
2.Exactly what happens to the odd list.
3.Competency Verification Checklist.
4.Follow-through tools.
5.Emotional comfort tools.
Practice:Refine your personal toolkit.
Lecture 2: Survival in Questioning - How to Tap Customer Needs
1. Analysis of customer needs
1.Analysis of common words of customer needs.
2.Get clarity on your needs.
3.Requirement completeness ordering.
4.Multi-party consensus requirements.
Practice:Decomposition of reminiscences, stickers, and creative words.
2. Eight-step approach to demand analysis
Step 1: User interviews.
Step 2: Job Responsibilities.
Step 3: User system.
Step 4: User scenarios.
Step 5: User Use Cases.
Step 6: Functional requirements.
Step 7: Non-functional requirements.
Step 8: Requirements Specification.
Practice:Preparation of requirements specifications.
Lecture 3: Writing Technical Solutions
First, the design of the technical scheme
1.Structured thinking.
2.Classification of technical solutions.
Second, the writing method of the technical plan
1.Project Overview.
2.Analysis of the current situation.
3.General design.
4.Functional design.
5.Implementation plan.
6.Conceive the overall framework diagram.
7.Design a device recommendation form.
Tools:The overall architecture design of the technical solution.
Simulation exercises
Lecture 4: Walk to the front of the stage - technical solution speech and presentation
First, four major technical solutionsSpeeches
1.Presentations at marketing events.
2.Live presentations from customers.
3.Presentation at the exhibition center.
4.Test environment presentation.
Simulation exercisesTechnical Proposal Presentation Process.
2. Three product demonstration environments
1.Take the initiative to set up a demo environment.
2.Passively set up a demo environment.
3.Bidding Demo Environment.
Simulation exercisesProduct Demo Process.
Lecture 5: Finish the work in one battle - precautions for writing bidding documents
1. Precautions for the preparation of technical standard documents
1.Complex - a large number of words, a large length, and a detailed description of a functional requirement.
2.Simplified – Fewer words, smaller length, and brief descriptions of certain functional requirements.
3.Ming - the tendency is obvious, the intention is prominent.
4.Dark - vague tendencies and obscure intentions.
5.Strong - the manufacturer's taste and traces are strong.
6.Light - the manufacturer's taste and traces are thin.
7.Danger – Write in an emulatory style.
Case Study:Analysis of multi-type technical bidding documents.
Second, the main points of the preparation of commercial documents
1.How the scoring criteria are designed.
2.How to substantiate the selection of materials.
3.How to express the qualification of the enterprise.
4.How to fight for subjective points.
Walkthrough:Tender documents drafting.
Lecture 6: Brothers are concentric, and their profits are broken - pre-sale and sales relationship handling
First, the work orientation of pre-sales personnel and sales personnel
1.Comparison of pre-sales and sales work.
2.Pre-sales vs. sales goals.
3.Pre-sales and sales project dominance analysis.
Tool Making:Pre-sales and sales work content division table.
2. There are 7 common types of pre-sales and sales work cooperation
1.Technological exchanges.
2.Scenario output.
3.Bidding.
4.Product Display.
5.Campaigns.
6.Competitive analysis.
7.Relationship maintenance.
Case Study:Who should give gifts?
Lecture 7: Empathy - Customized Sales Process
1.Business-driven.
2.Analyze the problem.
3.Start the project.
4.Design proposals.
5.Evaluate the quotient Determine the quotient.
6.Implement and evaluate.