1. How to sell infoBoard?

2. Volition & Business Operation
Part - 1
Personal knowledge and experience with infoBoard
The Goal is to sell more by infoBoard distributors .
In addition to that:
Volition & Business Operation
Volition: The deliberate implementation of goals and motives into results through targeted action.
Business Operation: Recurring income, corporate value increase and Protecting
Why is infoBoard here?
Simplifies operational business processes through structured and intuitive planning

3. Part - 1 Provide personal knowledge and experience
Understanding and applying the essential combinations of the 6,000 functionalities,
Which means we have to do Annually 250 online presentations, create 300 planning board in combinations with SyncTool, Converter, Webviews and BusinessController, 12 training courses per year, 800 individual telephone calls and send 1200 standard s
You can not delegate the infoBoard know-how, but inhale it.
Why is infoBoard here?
Simplifies operational business processes through structured and intuitive planning.

4. Part - 1 4 Basic needs of the prospective customer
infoBoard answers the 4 questions for interested person has:
Where are we now? Transparency of all orders
Will everything be ready in time? Monitoring the delivery dates
What alternatives do I have when I need to change the planning? best
Decisions today for the near future
What impact do changes have on other orders? Securing the points

5. Part - 2 4 Cost and time advantages
1 . Advantage: There are some customers who were able to do without the introduction of the cost-effective infoBoard on the introduction of an ERP system. This saves a lot of money and, above all, saves a lot of effort.
2. Advantage: if scheduling and capacity planning is your primary problem, you will make a huge roundtrip with ERP and put your company at risk. After all, an ERP introduction takes many hours of work, rather than a burden on relief.
3. Advantage: If you introduce infoBoard first, you know better what your ERP system has to do. You can better show the ERP provider what they need. This saves your money and your time.
4. The advantage is that: if you start with the ERP first, you will not be able to improve your production planning for about 3 years and you will need another two years of effort to work with Excel (outside the ERP system) to plan the production. You are 5 years away from your goal to improve production planning, so you wrote your .

6. Part - 2 before he accumulates too many negative experiences.
The prospective
The Prospective customers has problems. They are so strong that he is motivated to spend hours, weeks, months on the Internet looking for ideas and solutions to his problems.
Ask your question :
Is the buyer interested in shopping or purchasing? 20% of Internet visitors are willing to exchange their address for a full version demo of infoBoard. Now three negative experiences can already have happened before you call him.
Download did not work
The port 9010 is blocked by the firewall and the prospect does not see infoBoard.
He does not understand the surface
That is why it is important that you call them,
    before he accumulates too many negative experiences.

7. Which condition?
Wrong tools the tool does not match task.

8. Multidimensional problem:
For example: Cars
The customer doesn't know what are all the automobile parts a car has, but the customer still buys cars.

9. Part - 3 Empathy with the prospective customer
If you are now making a call with the prospective customer, you are currently in the position of a market researcher.
We should take interest in how he makes his planning, how he is pushing boundaries, and what hope has motivated him.
The least thing your company infoBoard should see documented in the sales database:
How bad is it?
What are the expectations?

10. Part - 3 (Market Research)
Empathy with the prospective customer W-Questions
What? Where? Who?
Why? When? Which? and How?
If you are now making a call with the prospective customer, you are currently in the position of a market researcher. We are honestly interested in how he makes his planning, how he is pushing boundaries, and what hope has motivated him.

11. Part - 3 (Market Research)
Empathy with the Prospective through W- questions,
Relieve them from the pressure.
What are you planning?
How do you plan today?
During the telephone call you should have at least one market research result: through W-questions get information about the customer. 
(E.g. How are you planning right now? What are your difficulties at the moment? (Let the interested party talk about what he is most concerned about, he will like to talk!)

12. ?! Part - 4 That can be used in short 45 minutes,
Whether and how infoBoard
Can help them with the planning.
Convince the prospect for an Online presentation
infoBoard
Customer ?!
With the demo, you need too long needed to prepare for a strong decision.
And what do you want to show your boss?
And how do you want to convince him?

13. Which criteria for a decision?
Cost vs Benefit. The question what is the use of this? Must be resolved first.
Without a confirmed benefit, it makes no sense to discuss price with the customer. No one buys something that does not convince them.
Price
Fun and joy working with infoBoard
Benefit
Assurance
Which criteria for a decision?
Surprisingly good !
Decision
Alternative → You must invest more than 4 hours of time "to the test"
Danger → You can not even understand the full benefits in a short time

14. Objection: I would like to test it myself!
What does the test?
Do you want to test whether infoBoard works?
Want to test, if you are smart enough to understand infoBoard ?
Do you want to test whether infoBoard is easy to understand?
Do you want to test whether you can implement your complex requirements quickly?
Quick → get to know all criteria for the decision in 45 minutes
Free of charge → what is better than if a strategy session costs nothing?
Result-oriented → without detours on the finish line, because you want to get better quickly, right?

15. They have to get the feeling that it is better to have infoBoard, than keeping the money in his account.

16. Part - 5
3 minutes video

17. Part - 6 Handling Questions and Objections (but-s)
Which objections the customer has? (The „but“)
But we do not have time.
But I would like to try it myself.
But the price is too high.
But we have no budget for it.
But I'm afraid it does not suit our company.
But I'm still looking for a best software solution program.
But I do not know where to start.
But I'm still waiting for the right opportunity.

18. After the 3 minute presentation to pick up the prospect (what is infoBoard anyway?)
The most important question: how do you plan now.
One does not believe how little, how old, how bad, how impossible, how risky, how failed,
how distributed, how not planned at all.
This is why you ask: the prospective buyer must reveal that there is nothing working or that the planning break down every day (extensive Excel table were already tried several times from the software and after "no more option" to rescue from dead.
Then ask their desire: what would you like to achieve with better planning?
Questions
Overview

19. Part - 7 The outstanding benefit of infoBoard Where are we now?
Money is always looking for benefits.
Are all dates possible?
What alternatives do we have to solve a problem?
What impact does this change have on all other orders?

20. Part - 8 What does this cost?
The use is clarified, the price is justified.
We offer generally The Enterprise Edition, and only for simple scheduling the Server Edition.
For interfaces only EE, because of new sortings after import.

21. + Part - 9 Are we at the written quote and the Excel table phase?
Only when the written offer and the screenshots "of your Planning board“ is submitted to the decision-maker, latter we can decide on the investment. +
Written offer
Screenshot

22. Part - 10 Follow up ... and proceed to the offer discussion
The most important thing about the whole process!
Unfortunately there is no sale without the personal sale (you do not buy from a company, but you can buy from a person because you trust the person).
And, there is no reason to change his situation through a purchase decision, unless you are put into the situation that you can not tell a person that you are "too lazy" to make the decision (lose face)

23. Part - 10 Offer discussion
You agree to a phone call to the offer meeting.
Offers are created so you can decide.
An offer is the ultimate milestone in the sales process.
Is the number of licenses correct?
Should the training be in Hamburg or with you?
When can the installation be done?