Shopnc's understanding and management of pre-sales positions

Pre-sales is a leading position for enterprises to provide external services. Comprehensive pre-sales personnel are often initially the boss. As the company develops, establishing a complete pre-sales team is also necessary for the development of the company to a certain stage. However, excellent pre-sales personnel can be met and cannot be obtained by many enterprises through training, but this cost and risk are very high. The best way is to step up the pre-sales team.
The pre-sales team starts to answer the customer's phone number and online consultation, so that the customer understands the first impression of the company. Then, the degree of familiarity with the company's products directly determines the degree of trust of the customer. Many customers consult pre-sales with questions and comparisons. At this time, the pre-sales business capabilities are mainly reflected in two aspects.
1) understand the product price system and service system of the company.
2) Understanding and capturing of customer needs.

I. pre-sales consultation
In the first communication, you must understand the following aspects of the customer.
1) whether the customer is an individual or an enterprise;
2) nature and scale of an enterprise (whether there are independent servers, whether it is a state-owned enterprise or a private enterprise, and the city in which it is located). At the same time, the product level and version of interest are estimated;
3) contact level, work nature and permissions. It must be determined whether the consultation is from the technical department or the operation department or from the private enterprise boss;
4) Ask the customer if they have a text requirement.

The above aspects are required for the first consultation. If the customer is confused in many ways, or even intends to avoid it, it should only ask the customer for the price, there is no need to talk too much about commodity agents, discounts, and so on. Basically, such people will not be interested in purchasing in the short term.

For text-based requirements, go to the second process. Only text requirements are provided. The intention should be relatively clear and follow up. And communicates with the customer to estimate the price, and enters the next pre-sales step reliably.

Ii. Sorting out pre-sales documents
The company provides many standardized pre-sales documents, including:
1) Product help manuals of different versions;
2) technical White Paper;
3) Comparison with other products;
4) shopnc product description;
5) company information;
6) case materials;
7) standard solution template file.

The above materials can be provided to the customer through pre-sales understanding and slight modifications, so that the customer can compare their needs with the similarities and differences between our products. Then, we can sort out and sort out the customer's custom requirements. Then, the Project Manager evaluates the development cycle and price.
For direct purchase, we can directly go to the next step without providing custom development.

Iii. Procurement under contract
Shopnc provides standard contract templates for all products in the purchase contract.
Professional version, enterprise version, and cluster version. There are standard contracts with customized services and services not to be customized. In addition, the standard templates for attachments are provided for different service content.
The presales personnel only need to select different contracts based on the customer's purchase.

During the entire contract signing process, customization is the most important part. This part must be strictly written into the appendix of the contract, and the development scope and manifestation should be strictly specified.
In the main contract, pay attention to the payment method, payment time node, acceptance criteria and other details.

4. Delivery
During delivery, the contract is strictly closed before sales. The Project Manager submits the processed source code and development documents to the customer. In this process. All technical issues are involved again. All services are forwarded from pre-sales to after-sales technical services. New business-related development and other matters continue to be pre-sold. Pre-sales becomes the exclusive account manager for this customer. To guarantee future business relationships and services.

All the above processes are managed in the shopnc self-built CRM system.