What is software sales? Let me give you an example to illustrate.
Traditional anti-virus software developed by the company, there are rising, Jinshan, Kaspersky and so on. The software is sold to the customer and then charged to feed the company. Selling the software is the traditional business model.
In general, software sales sometimes become the lifeblood of a company. A good product, not to be sold is definitely a cup of equipment.
Recently, the company needs to carry out a project bidding, contacted several external suppliers, contacted a lot of software sales, some do very good, some are really slag.
To sum up: sufficient preparation is the precondition of success.
Take one of the failed vendor examples for an analysis! There are several reasons:
1, the first meeting did not have sufficient preparation. In meeting the money I told each other to bring technical staff, the results of the meeting when I Division Three leadership vs a sales, the impression of very poor.
2, the material program error. After the meeting let the sales to send their technical solutions, the result he was wrong, I feedback after he did not know, about a week after their project manager found this material is wrong. (I told their project manager that the materials looked the same, and he realized that the problem was the traditional software sales case-Andy-the Breeze)
3, the second appointment to put our aircraft. A week in advance with the supplier about the time to meet the communication, the results of the morning told me, "They can't come in the afternoon, and other things in conflict." (I really have no words, fortunately he does not come, come is also white to, he unexpectedly still did not communicate with the technical staff good plan, plan to bring a project manager come over to us)
4, unexpectedly to our understanding not clear. Follow-up I alone with the project manager of the supplier communication, TMD unexpectedly to We do not know, put forward the opinion of a little use is not. (Our company is the hottest company in the country, the prime minister has come)
5, the result I can only say 886.
Summary: Whether it is sales, project managers, the top of the company, do not pay attention to this matter, is doomed to miss this opportunity.
Let's talk about successful cases!
1, the rapid provision of technical solutions. After the telephone communication, the other party quickly provided a preliminary solution, and attach the relevant PDF to our company's technical staff for analysis. (The impression is very good, the other side is very active)
2, the first meeting to impress. Their deputy general manager, Director, Project manager, a total of 6 people, from Hangzhou deliberately flew to Shenzhen, to carry out the meeting interview. (the communication at the meeting is very good, their introduction is very comprehensive)
3, the second special technical discussion. The project manager, architect and so on again from Hangzhou, with us to carry out technical solutions research.
4, business solutions are very humane. First year of cooperation free, full support, the second year began to charge, as to how to charge, here omitted ....
Summary: Sufficient preparation and positive coordination, which is the factor of success. They look at our development potential, but also hope to do this project without them in the new industry set a benchmark and reputation, so only this business offer.
It's a textbook case, that's a bunch of crap.
Author:andy
Introduction: Project manager, product Manager
Sign: If you don't have a dream, what's the difference with salted fish?
Talk about the traditional software sales case
