How to control the correct sales model for ERP agents.

First, controlling the project is more important than working actively. The whole process of sales is divided into obtaining business opportunities, following up business opportunities and finally implementing business terms; In the process of following up business opportunities, agents and manufacturers are nothing more than these measures: investigation, investigation report, scheme, scheme explanation, product demonstration, typical customer visit, company visit, etc. But now it's not like 2000, when most software companies didn't understand ERP. If ERP enterprises can convince customers positively and explain what value ERP can bring to enterprises, they can conquer customers positively. At that time, the competition was entirely at the level of products and management concepts, so there was not much competition, as long as you could explain it clearly and let customers feel it, so at that time. However, ERP has experienced so many years of development in China, and most ERP companies, represented by financial software manufacturers, can fully understand what ERP is and how enterprises do it, so now many companies in the market can make ERP clear and make customers feel similar. But in this case, we should work hard from another angle, from the control of the project, find the person in charge of the project, the decision-makers of the project, the users of the project, find the people who support us throughout the project, become our insiders, and feed back the information of enterprises and competitors to us at the first time. In this job, the agent is a strong point. What we need to do now is to correctly guide the thinking of agents, who they need to be and how to deal with people. Agents are our predecessors, and they will have many ways. I remember chatting with a friend who makes hardware the other day. He is an IBM integrated solution, and the competition is fierce. There is a customer. At the same time, 46 companies bid, including 28 from IBM and 18 from HP. The game has reached such a level. How did they do it in this state? First, 28 IBM companies joined forces to knock HP out, and then 28 of them competed with each other. Therefore, the hardware competition is very cruel now. What is the compensation for ERP software? It is possible that some friends will say that different solutions from different manufacturers will reflect corresponding differences through products, and agents will impress customers through professional images and professional teams. But now that ERP has been developed in China for so many years, customers feel the same overall. I have a friend who used to be a brand in Shenzhen-Gloria. It was easy for him to sign the bill a few years ago, and it was easy to sign the bill through his professional image Now, his staff is more professional, but it is not so easy to sign the bill? Why, there are more people and companies who can understand ERP now. It is in this case that we should change our thinking, learn to control the project first, and then work hard. Control projects, all companies are doing, it depends on whether the people you solve have weight or not, and whether they really help you. Second, the current sales process is aimed at the county-level market, and most of the enterprises that need ERP are fast-growing enterprises and private enterprises; Most of the fast-growing private enterprises have no independent corporate information department or CIO role, no clear project promotion schedule, and no clear time for me to choose the type and when to go online. Moreover, for the selection of ERP, most of them are personally responsible by the boss of the enterprise, or handed over to his core personnel to select the type, and finally they knock on the board. If the boss doesn't find the feeling of ERP, he won't make up his mind to operate it easily, because in his feeling, ERP is good, but the failure rate of ERP is so high that he is a little worried. Therefore, as a manufacturer's personnel, he must make the boss of the enterprise "feel" through effective communication. In the whole ERP sales process, it can be divided into the following steps: successful first visit, controlling the project is the top priority in sales, effective high-level communication and business negotiation. Third, a successful initial visit A successful initial visit mainly needs to understand the following issues: enterprise background, enterprise internal organizational structure, enterprise project leader, decision makers, users and participants, the current product sales form of the enterprise, the position and sales situation of the enterprise in the industry, and SWOT analysis in the industry, mainly to find out six common problems of the enterprise, including material occupation, production scheduling, internal control, cost accounting and quality management. Fourth, the timing is more important than the bill of lading. The sales process of ERP is like long-distance running. In the early stage, we just need to follow, don't let you pass the first few rounds, and make efforts at the same time in the final sprint; For example, if you do a survey today, the customer feels ok, but the period for him to feel good is two or three days. For example, if you give a product demonstration today, it feels good, but the cycle is two or three days, or some agents feel that they really can't do it, and then visit customers and headquarters. But what is the best way to do these actions? I think we should act quickly and coherently, and don't drag the cycle for too long, because as an agent, sometimes the whole thing is not very professional, and it may not be very professional in front of customers. If so, the competition will seize the opportunity and you will be passive. Generally speaking, it is recommended to make a single, and the cycle from transaction to signing will be half a month. In half a month's time, all your advantages will be shown to customers, one good, two good and three good, and customers will feel good. For example, I often hear brokers say such a question. XX company has been doing this list for more than a year. If you hear this, it should be good for you. In a year, you should have used almost all his tricks, and you have followed them for more than a year, and you have reported many weaknesses. I heard another saying that XX Company is a newcomer, so I think you should be vigilant. So I divide the sales process into two kinds, one is to grab the bill of lading, and the other is to grab the bill of lading, so grabbing the bill is more important. I suggest that friends can try it if they are not careful. V. Common communication routines with the top management of enterprises If the managers of enterprises have doubts about ERP, they should communicate from the perspective of enterprise development and management, so that they can recognize our management ideas. After visiting so many small and medium-sized enterprise customers, I feel that the common problems of enterprise managers are three levels: strategic level, business level and operation level; The strategic level is the bottleneck of enterprise development and the way to surpass competition, so the starting point of our communication is that ERP serves the competition of your enterprise, and the choice of ERP should be related to your competitive strategy; The business level includes a series of issues such as reconciliation, material control, receiving orders, quality and cost. In view of these problems, according to our initial visit, we communicate with the top management of the enterprise from the way of reverse thinking; Identify the problems, the emergence of the problems, analyze the root causes of the problems, and implement the plan at ERP level. As long as one or two problems in the enterprise are solved, it will bring unexpected surprises to the enterprise.