Tips for preaching ppt

This is an L operator project, the project size is large, ZTE's customer base is mainly telecommunications operators, operators of the project is very tired, not the general small company can play, the general project to go through these processes, the preliminary information obtained--Technical exchange Guide--Experiment Bureau test--tender--bid, In these major processes, will be divided into a number of details of the node, in ZTE and Huawei companies such as the basic process is divided into a lot of solidified fixed action to implement, this is my other companies in the domestic difficult to see, such as: In the information acquisition, there is a series of forms required to complete the presentation of information, such as project background, investment, decision chain information, scale, application scenario, application mode, etc... Technical guidance stage, will be a series of supporting materials, and the product line to the Office and marketing personnel will have a set of guidance documents, such as: the basic action of the operation of the project, product market guidance book, configuration instructions, uniform specification caliber and so on.
The goal is to be able to march when it comes to external marketing, which is basically invisible to small companies.
L project is the first large-scale project I contacted, as a newcomer, the office business with me to meet customers, technical exchanges, to obtain the real needs of customers, because through the business personnel to get information, and then passed to the technical staff, often are some deformation, so technical staff to see customers, access to information at the same time, Some technical guidance is also needed.
To meet the customer must wear a suit, tie, we follow the prior appointment to L operator of a conference room, this day, L operator arrangements are to manufacturers of communication time, each manufacturer to introduce their own plans, ZTE is ranked third, the front is H company, T company, generally in the exchange, We will prepare some film introduction, good marketing staff will be in accordance with the company's baseline film, extract some of the material to reorganize, to form a targeted program introduction, poor marketing staff just the company provided baseline film scripted, in fact, and customer exchange this link, Film preparation and the ability to preach is a test of the staff's foundation.
I was still a rookie, do not know the essence of the operation of the project, so is to take the baseline film to communicate, the salesman looked at my plan to talk about the material, no language is very, look at him I want to go back to the eye, I have some like to find a seam into the hole, but the modification time is too late, had to rush Imagine the effect is what, but there was a small episode, my mediocrity to cover up some. In the course of my talk, our business manager suddenly found that there was a recording pen under the meeting table, so the business manager took out the recorder and said to the operator that there was a factory cheating, the customer had a big leader at that time, was angry, to cancel the previous exchange of two. The final result, I do not know, but the bidding phase, the previous two are involved. From this, I initially saw the unscrupulous ways in which competition was used. Many later projects, various ways to create obstacles to their opponents are endless. This is not a detailed statement.
After this exchange, I first and customer exchange ended, but also received my first complaint, the account manager to my leadership complaints my ability is insufficient, mainly several places: 1. Insufficient information preparation. 2. Technical capacity is not enough, many customers ask questions can not be answered, 3. Preaching makes people doze off. When I know the complaint, the pressure is really big, but fortunately, my leadership did not withdraw me, but continue to let me top, this matter, almost every time before the exchange, I will prepare the content, the film data, technology thoroughly understand, for really do not understand the technical point, I will delete, and also began to try to figure out , how to let the customer's attention in the Sermon on me, and then after a long time to hone, I will not only talk about technology, I summed up the preaching of a few points, in the future I engaged in other posts and work, are instilled in others:
1. The text of the film should be less, can not be large text, the customer first impression can receive the information of no more than 20 words per page.
2. Film can not straightforward the introduction of products and solutions, but to tell a story
3. Do not use many words to describe the highlights, to do a summary of the description
4. From time to time to cite outside the industry case, such as I used to quote Wal-Mart on the shelves of snack food products placed from the top to the next slip is a product, is to facilitate the selection of different height people.
5. A lot of pictures, give people the deepest impression
6. Highlights to match actual data
7. The uniform specification of each page font of the film will make people feel that the company is more formal
8. The effect of standing is much better than sitting.
9. The content on the film is just a summary, unfold to rely on your mouth, so that the impression of people can be deep
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In a word, film or material documents, in fact, is a very test of the ability of people, which later I do management more and more understand, the importance of documents, especially large companies, are relying on documents to carry out all kinds of internal information transmission, that the document through a number of individuals, the information can not be deformed, everyone can understand the same.

Tips for preaching ppt