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<p>Discussion thread can be divided into two phases : </p> <p> </p> <p>1: Closing the deal : </p> <p> </p> <p>2: Delivering your promise : </p> <p> </p> <p>First phase indeed requires an effective sales and pre sales process where lead genration force qualify opportunity and provide pre-sales professionals a chance to show case strong image of company's strength of delivery and efficacy of solution to business by presenting product demo.</p> <p>From first cold call or interaction to contract sign off. Team is leaving their mark to client and setting tone of future relationship with them. </p> <p> </p> <p>Whereas , in second phase once you start your project delivery by starting to brief all business analysis and milestone checklist to your functional and delivery team which are (some of them) already knows project pluse as being part of preliminary analysis and through previous project experiences. </p> <p> </p> <p>Although every team has their own project Management methodology (mostly tweked from contemporary PM models) still decions are made on adhoc bases as contagent response to situation. </p> <p> </p> <p>Question is to have your openion that in each stage ! What do you think are </p> <p>DONOT miss things to first " aquire project" and then "Deliver" project ! </p>
- Belief in your product: If you are passionate about the product - this will show through irrespective of delivery. This will create confidence in you and therefore ultimately in the customer.
- Demonstrate knowledge of competitors: Find flaws in competitors and highlight these and suggest how this is overcome.
- Follow-up/Support Plan: Support plan. Although this is the last part of a project, this is important for clients to have confidence in you and the product by hearing that you have a "backup plan" or follow-up plan for them so someone is still be around once the implementation has taken place.
For the first phase, I think you need good analytic experience and do good requirements collection from your customer to best understand his needs then you need presentation skills to show him how your ERP meet his requirements and needs in a way that shows the big advantages of you system and over the disadvantages behind.
