In today’s world, Presales consultants are more than just product experts; they are visionaries who are market leaders in IT and Business; most importantly, they are Thought Leaders and Trusted Advisors. This is what Presales 3.0 is all about, and it is the focus of our Presales Leadership Program.
This program consists of three modules, which can be delivered stand-alone or together. The best results are achieved when you train your entire team.
Being Followers to Becoming Leaders:
You will become (more) pro-active, take ownership, and challenge your sales colleagues.
If a sales colleague requests a presentation or a demo for a customer, the presales consultant asks for the objective of the customer’s meeting. Together, with their sales colleague, they establish the phase in the customer’s buying process to determine whether a presentation or a demo is the right action to take. If not, they jointly determine the best next step to achieve the best sales results.
Communication Functions to Conveying a Strong Vision:
You will become Thought Leaders and Trusted Advisors.
When a customer requests a presentation, are they really interested in all the features and functions of your solution? No, this time has long gone. Today’s customers are looking for sparring partners with a clear vision of their professional field. Today’s meetings need advisors who can empathize with their clients and prospects and develop a long-term vision with them. Together, conscious of the latest technological developments, they examine how the software is able to support the organization’s objectives. The product is no longer the key issue. Partnership and marking out a route towards that coveted dot on the horizon are of much greater importance. The consultant is actually transforming into a Trusted Advisor who jointly formulates a future-proof software strategy with a company.
Product-Focused to Customer-Centric Communication:
Imagine that you are a customer trying to select the right software solution for your Critical Business Issues. How would you feel if the vendor starts with a 45-minute presentation about themselves, continuing with a full detailed training about a product which you do not understand? It would be a waste of your time. So, why are you torturing your customers with this? You can stop this. It is not effective. So, what do you do instead?
Start by understanding your customer’s Critical Business Issues and needs and provide a solution to help the customer in achieving their goals. This is what you show in the first minutes of your presentation. If the customer is engaged, he will start asking you questions. In this way your meeting will turn into a dialog in which the customer feels he is leading.