What is the selling process of ERP?

Answer 1

Like any other sales procedure, ERP sales also goes through the phases of suspect, qualification, prospect, presales, sale. Lets take it up from Qualification.

Qualification

As as sales man selling ERPs and other business solutions I always ask the following questions to my Prospects to Qualify them.

• Present system in use.
• Annual turnover of the company.
• Number of Employees.
• Years since inception of organisation.
• Probable number of users.
• Any budget that they might have in mind.
• Any systems apart from what I have that they are looking at.
• Any time line that are looking at for going live on the new system.
• Gently try to scope the decision makers for the project.
• Bounce off a budgetary price.

Based on these answers and the solution that you are trying to sell, you can gauge if the prospect qualifies the next level, which is presales.

Presales

After the prospect is qualified, we engage in presales scenario, where we give demos. Depending on the scale of the solution the number of demos may vary from 1 to upto as many as it takes to bell the cat.

In the first demo, we give an overview to the prospect's various teams, sales, procurement, HR, Operations etc. During this demo, we will come across the various pain points that they are presently facing, of which a note is taken (since this is an overview demo).

Based on the inputs of the first demo a secondary demo, in much detail and depth is created and given to the prospect's teams address their specific pain areas using our system.

Once this is done, prepare a proposal, followup, negotiate and close!!!