Top 10 List For Exceptional Presales

We will discuss the art of exceptional presales and how to build rapport with customers to become a trusted advisor.

What you'll learn
Learn how Presales lays the groundwork for the sale to succeed.
This curriculum will help students learn a successful approach to presales.
Learn the behaviors and habits to gain and maintain trusted advisor status with peers and customers.
Tips and tricks to get the technical win and how to create credibility and trust with customers.
Requirements
Just an interest in presales.
Description
In this course participants will learn about the art of exceptional presales.  We will discuss a definition for presales along with the objective for presales resources during the sales cycle.  We will discuss in detail the top 10 things we need to keep in mind as we interact with customers.  From our top priorities during every sales cycle, how to ensure we follow up on promises, how to manage expectations, the importance of active listening, the things we need to prepare for meetings, how to compete with integrity, how to admit we don't know everything, being aware of the gaps in our soft skills, and how to use customer satisfaction issues to our advantage. These are proven techniques, behaviors, habits and ways of conducting ourselves as we interact with internal and external customers.  It's about your brand.  It's about your reputation. A career in presales can be rewarding and profitable with the right attitude, approach, skills, habits and tools in your toolbox.  It's about being a team player and sharing with your team mates as you learn along the way and also being able to ask for help when you need it.  We will discuss the different ways to always put our best foot forward and leave a lasting impression on customers, partners, peers and leadership within your organization.

Overview

Section 1: Introduction

Lecture 1 Introduction

Section 2: Lecture 2: Presales Defintion

Lecture 2 Presales Definition

Section 3: Lecture 3: Presales Objective

Lecture 3 Our objective is to get the technical win and become a trusted advisor.

Section 4: 1) Customer, Company and Self

Lecture 4 1) Customer, Company and Self

Section 5: 2) Do What You Say

Lecture 5 2) Do What You Say

Section 6: 3) Listen

Lecture 6 3) Listen

Section 7: 4) Manage Expectations

Lecture 7 4) Manage Expectations

Section 8: 5) Come Prepared

Lecture 8 5) Come Prepared

Section 9: 6) Competition

Lecture 9 6) Competition

Section 10: 7) It's okay to say "I don't know"

Lecture 10 7) It's okay to say "I don't know"

Section 11: 8) Be Accountable

Lecture 11 8) Be Accountable

Section 12: 9) Soft Skills

Lecture 12 9) Soft Skills

Section 13: 10) Customer Support Issues

Lecture 13 10) Customer Support Issues

Section 14: 11) Summary

Lecture 14 11) Summary

Presales resources who are new to a presales role or those experienced resources who are looking for areas of improvements.