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CLIQ Sales Process

CLIQ Sales Process. May. 2012. CLIQ Project Pre-Sale. Step 1: Get to know CLIQ. Get to know CLIQ in order to recognize a commercial opportunity Basic CLIQ product presentation Knowledge of the user interface Knowledge of Mul -T-Lock’s CLIQ product line

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CLIQ Sales Process

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  1. CLIQ Sales Process May. 2012

  2. CLIQ Project Pre-Sale Step 1: Gettoknow CLIQ Gettoknow CLIQ in ordertorecognize a commercialopportunity • Basic CLIQ product presentation • Knowledge of the user interface • Knowledge of Mul-T-Lock’s CLIQ product line • Knowledge of the mechanical platforms Interactive+ & MT5+ • Knowledge of CLIQ Case Studies 2

  3. CLIQ Project Pre-Sale Step 1: Gettoknow CLIQ Gettoknowtheposibilities of CLIQ as well as itslimitations • Functionality of the software • Recommended use of each product • Product limitations (example: weather resistance) • Software and hardware connectivity characteristics • Remote management options • Installation options • Negotiation models 3

  4. CLIQ Project Pre-Sale Step 1: Gettoknow CLIQ Investigatethepossiblecompetitors • Who can offer a similar solution?(Videx, another AA company, KABA…) • Who can offer a different access control solution?(Honeywell, SALTO, Paxton…) • Learn about competitors’ prices and ‘way to market’ • Know your strong and wick points 4

  5. CLIQ Project Pre-Sale Step 2: Consistentgeneration of ‘Leads’ Theaim istocreate ‘leads’!! Investigation • Create a list of vertical segments • Learnabouteachsegmentto determine whatisCLIQ’saddedvalue Sales Management: DWM • Day Objectivesforeachday (appointments) • Week Turningappointmentsintoeffectivemeetings • Month Issued quatations 5

  6. CLIQ Project Pre-Sale Step 3: Highimpact general presentation Theaimistogenerateinterest Invest in the presentation Adjust the message to the potential customer Perform a live demo Agree on the next meeting 6

  7. CLIQ Project Pre-Sale Step 4: Competitiveanalysis What is the real need of the customer: • Cost, logistics, security, operations. What are the customer’s alternatives: • Products, suppliers, prices. Interiorizarse de su modelo de operación, mantenimiento, seguridad, IT. Information about the industry Understand the potential impact of CLIQ on the customer’s organization Identify if CLIQ brings the necessary solution to the customer 7

  8. CLIQ Project Pre-Sale Step 5: Specifications & Proposal Determine the characteristics of the negotiation: • Scale, budget, time. • Decision making Identify the best configuration for CLIQ Prepare a full and clearporposal Information about the industry Remember: CLIQ as an investment! Registertheproject: 8

  9. CLIQ Project Pre-Sale Step 6: Consult Communicatewiththefactory Discussthesolution • Products and theirimplications • Hosting • Remotedevices Understandtheproject’sfuturedirection: • Expension, change Establish a tentativeschedule: • Quatation / Tender • Date and extension of pilot • Delivery, Training, Implementation 9

  10. CLIQ Project Pre-Sale Step 7: Pilot Establishthescope and duration Define customer’sexpectations and ourexpectations Define successcriteria Define tracking method Obtain a purchasecommitment 10

  11. CLIQ Project Pre-Sale Step 8: Specifications& Proposal Quote in a complete and accuratemanner Close and orderfromfactory Set a date for training and implementation Supply, installation, maintenace Expansions 11

  12. Keys for CLIQ Project Management Access Control Audit trail Authorization changes Physical & electronic high security Remote management Dynamic systems Mech / elmech mixed system Decentralized system Inconvenience of an online system Simple installation Variety of products Integration with existing system Web based software Flexibility Simple maintenance Time based authorizations Understanding the customer’s ‘pain’: • How can CLIQ bring added value to the customer? 12

  13. Thank you!

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