Professional pre-sales engineer's practical treasure - from beginner to proficient [CD teacher explains 2024 version in person]

There are two versions of this course:

·CD teacher's version: passionate, detailed and interactive;

·Dubbing version: clear articulation, total length of time

About Instructor

Challenges of pre-sales work

For companies operating enterprise customer business (that is, 2B business), the sales team and the pre-sales engineer team together constitute the core force of business development. There is a classic saying in the industry: "The sales team is responsible for people, and pre-sales is responsible for things". Pre sales engineers, as technicians familiar with technology, products and services,

It plays a key role in supporting sales personnel to carry out sales activities and successfully sign contracts to obtain business. It is a key technical resource for enterprise development.

However, if the pre-sales engineers lack the necessary sales skills and have not received systematic professional training, this will become an obvious weakness in the sales process,

Then the business development of the enterprise will inevitably encounter insurmountable obstacles, and will constantly miss business opportunities and development windows.

If you are a pre-sales engineer

Do you often encounter the following challenges and feel very confused and confused?

#It is said that many company leaders think that 3 years of work experience before sales is enough. What is my career future? Did I enter a wrong

Career track?

#As a pre-sales person, my work is often very passive. I am urged by sales and customers to do various technical exchanges and prepare various documents. If I don't respond promptly, I will be complained, or even complained to the boss. Why am I so angry?

#I tried my best to win many customer opportunities, but I still didn't win the bid. Round by round technical exchanges, on-site tests, various schemes and material preparation,

I always felt that it was very good. The customers I contacted also felt that they recognized me very much. Why was the technical score of the bid not high in the end? What is the problem?

#The salesperson often tells me which customers and which projects which competitors say that they have done a good job in pre-sales technical work. They win the bid at the highest price,

He often hinted why we can't win by technology, even if we can raise the price a little. We can't rely solely on him for customer relations.

In fact, I am also very depressed. What he said is true and false. How can competitors win the bid by relying on technology? That's what the company's products and services are like,

What can I do before selling to change the status quo? In fact, all the schemes are similar. Isn't winning the bid based on price and customer relationship?

#It is often said that the presales bulls in the industry are very powerful, but unfortunately they are not in our company. I would like to know how they do presales,

It includes the whole process of how to communicate, test, write a plan, respond to the bid, and explain the bid. Unfortunately, there is no such opportunity.

#Our company has a large sales flow. New salesmen often think they are right and don't know the technology. They keep arranging me to do this and that,

In fact, I am much more experienced than him in this industry. He is taking a detour. I can't persuade him and waste my time.

#Every time there is something wrong with the delivery of the project, the company begins to rumor that the project is not well done before sales, leaving many holes,

Therefore, the project may not be delivered and accepted on time. As a pre-sales person, I really had a fight with the after-sales people: it's clear that you didn't do a good job in after-sales,

Why do you buckle the pot before selling it? You Can you up, no can no bibi

#In fact, most of the time, I don't know how to do the pre-sales work better, and few leaders and teachers do it with me,

Most of the pre-sales training is technical training related to products and services. There is no professional training for pre-sales,

Let me quickly improve my pre-sales skills and effects

If you are a manager of sales or business operation

In the process of business expansion and operation management, do you often encounter or hear the following complaints?

#Our pre-sales engineers run around different customers every day, either doing technical exchanges, or writing plans and bidding, which is very hard,

However, the winning rate of the projects he participated in has not been improved accordingly

#Before sales, we are often "asked down" by customers on the customer exchange site and made a fuss by competitors

#The customer relationship of the salesperson is very good, but the customer always thinks that our solution is unsatisfactory and is unwilling to support us to win the project

#It is too late for us to know the customer's project opportunities. The customer's technical communication and project requirements have been sorted out almost, and the competitors have completed the layout. In the absence of strong customer relations, can we stop selling and support sales to achieve turnover?

#Every time we bid, our company always has a low price, but we won't win the bid; Or you can only win the bid at a low price, and the profit is meager, or even loss

#There is a huge difference between the cost estimated before sales and the cost estimated after sales when preparing the bid, and it is difficult to reach an agreement

#The technical content of the contract is not standardized and rigorous, and the customer always catches hold of it when delivering the project, so it is difficult for the project team to get away from it

#When the project implementation team entered the site, they found that the project was doomed to be a failed and loss making project. In fact, many people do not know that most of the pits,

It is not intentionally buried by the customer; It may be due to the lack of skills and experience in the pre-sales stage, or due to the pressure of the company culture on pre-sales,

As a result, it cannot be fully resolved in the pre-sales stage.

#The whole team of pre-sales engineers lacks systematic and professional training, and their ability development depends on their own experience and understanding

……

Have you considered that the lack of professional skills, rich experience and sufficient ability of your pre-sales staff may also be one of the root causes of the above problems?

Or if the system improves the professional ability of the company's pre-sales personnel, will the above problems be effectively alleviated?

At present, the challenge faced by sales managers and pre-sales managers in a large number of enterprises is how to learn from the formal and mature pre-sales support methods of international advanced enterprises

And management mechanism to achieve the goals of customers' real trust, relying on technology rather than low price to win the bid, standardized, rigorous and deliverable project contract content, etc?

How to carry out systematic and professional training for pre-sales personnel, so as to avoid pre-sales becoming a weak point of sales force, or even a key force to improve the sales win rate?

Instead of investing a lot of resources to fill the hole for the project delivery team, it is better to invest in improving pre-sales skills and avoid project risk hazards at the source of the pre-sales stage of the project.

Core concept of the course: 4S professional pre-sales method

Course features

In order to help enterprises solve the above difficulties in business development, this professional course is specially designed for the ability improvement of pre-sales engineers.

Pre sales work is both technology and art. Technology refers to hard knowledge in specific professional fields of its business; Art refers to the strategy needed in the process of customer opportunity follow-up

And implementing soft skills. Only through continuous learning, practice and summary can we reach the level of competence. This course hopes to tell students about pre-sales work

The system framework, normative methods, practical skills and practical stories help listeners understand the pre-sales work in depth and effectively improve the skills and efficiency of pre-sales personnel,

Help sales and enterprises to improve the bid winning rate and profit level, and reduce project implementation risks.

Normative

Normativeness is the primary feature of this course, turning the wild road of the pre-sales team into a highly standardized, strong fighting ability, daring to fight big battles and able to fight hard battles

Professional and regular army, turn pre-sales engineers into the vanguard of business development, and become the ones who win the bid at a high price, can deliver successfully, can control the project cost, and are satisfied by users

starting point. The main lecturer of the course will impart the training content, personal experience and practical experience of many years of pre-sales work in internationally renowned enterprises.

systematicness

This course systematically combs the whole life cycle of the project from customer demand germination, project evaluation, bidding, contract signing, project delivery and maintenance services

Focus on pre-sales activities, which can help pre-sales engineers to establish a comprehensive perspective of planning, action, evaluation and improvement based on the overall customer rather than a single project

The whole process of PDCA helps pre-sales engineers establish value sales methods and

Value realization mode.

Practicality

On average, each talk includes at least one real project case. The case is based on real customers and real projects, and tells how to apply methods and techniques to actual scenarios

And challenges, we will not avoid the real dilemma and gray space in the current business environment and sales reality, and from some details of the actual work of pre-sales engineers,

To organize the course content and cases, and provide practical reference methods and ideas.

Student object

This course is aimed at the following groups:

#Intermediate and senior pre-sales engineers who are eager to systematically improve their professional skills and work performance

#Consultants, project managers, product managers, technical engineers, etc. who often participate in business development and pre-sales work

#Prepare to interview professional technicians for pre-sales positions

#Senior pre-sales engineers who want to systemically sort out and improve their skills

#Sales personnel and business development personnel who hope to make better use of pre-sales resources to win orders

#Professionals who plan to move to pre-sales positions

#First line manager and second line director of pre-sales team

#Other relevant personnel who want to know more about the job content of pre-sales

It is suggested that the company should organize to participate in this course, and pre-sales engineers should order and learn online and submit invoices for reimbursement. In the course of learning,

The pre-sales manager can organize the team to discuss, share and practice around the course content and exercises, and further consolidate the methods and skills taught in the course,

And it is applied in real customer project opportunities.

Student feedback and benefits

They found new jobs through coaching

As a migrant worker, no matter how powerful, there will be no suitable job for the time being. This does not mean that we are not good, but that we need time to wait for the right opportunity! The higher the level, the longer the waiting time may be!

Of course, we should also pay attention to how to speed up our ability to seize new opportunities from a tactical point of view. We need experts to help you sort out, review and improve.

The good news is that all the people who received our 1:1 coaching have found satisfactory jobs in 2 months!

Of course, one of the keys to maintaining such a high proportion is to persuade students who are not suitable for pre-sales positions to quit before they pay.

Looking forward to your valuable feedback

After reading the syllabus, some readers will think that although it is very standard, it seems too complicated! We are not a big company, we can't learn!

I don't think any martial arts can be useful until you have learned them all and played them all. If you learn and use them well, you will be like Cheng Yaojin's three axes,

Three moves can defeat many enemies, can't they?

Content Statement : If all the contents involved in the name of the organization and the content of the project are fictitious, if they are similar, it is purely coincidental.

Friendly Reminder : This course is only authorized for individual learning and cannot be shared with other people or teams. Any team uses the same account to obtain this course

The content is infringement and will violate relevant laws.

Disclaimer : Due to the lecturer's experience, ability and cognitive level, the content of this course will have many flaws, shortcomings and errors, which may not be universally applicable to various

Please understand the pre-sales work scene and look forward to your valuable comments and suggestions.