The first is the time nodes for each stage of project establishment, project construction, project online, and project acceptance.

The second is a route planned in stages, which needs to specify the specific tasks and the results achieved.

Including the project's construction unit, construction goals, key construction content, features and highlights, budget, work progress and other key points

The writing ideas can be divided into two aspects. One is the current status of informatization, which can be described from the perspectives of infrastructure and application systems; the other is the current status of business, which mainly discusses the characteristics of business development.

The perspectives of project problems include: difficulty in meeting policy development needs, difficulty in resource integration, difficulty in providing unified external services, problems with existing systems, etc.

Under what circumstances, through what means, what groups are helped (such as the public, managers, managers), and what is achieved.

The construction content can be written from two aspects: application system and infrastructure, or it can be written from the perspective of project promotion plan.

①Business requirements: Mainly based on the functional requirements of the business department, describing the business goals to be achieved through the system from the customer's perspective.

② Business process: It can be divided into before the project is completed and after the project is completed, so as to compare the results brought by the project.

③Functional requirements: Mainly describe how to do this from the perspective of users and developers.

④Data requirements: The purpose is to estimate the required storage capacity. Data requirements can be estimated from the size of these three types of data: basic data, business data, and statistical data.

⑤Performance requirements: The purpose is mainly to estimate the performance of the server. Business processing pressure can be determined based on the magnitude of business processing, such as the size of the local population, the number of insured people, and the expected transaction volume.

⑥Equipment requirements: Mainly based on data requirements and performance requirements, used to estimate the required host, network, security, storage and other requirements.

① Overall architecture design diagram: It can be described by a seven-layer diagram, including service layer, application layer, basic support layer, resource layer, infrastructure layer, standard service system and security protection system.

② Application design drawing: mainly describes the relationship between the systems in the project and the relationship between the system in the project and external systems.

③Data architecture diagram: What data the system has and how it flows.

④ System deployment diagram: Describes how the future network will proceed and how to deploy it.

① From the perspective of project tasks, including system integration plan and application software plan. Application software planning can be scheduled to the subsystem level.

② From the perspective of project construction stage, it includes bidding, system research, overall design, detailed design, system development and testing, joint debugging and trial operation, deployment and implementation, promotion and other stages.

①Do not mention anything irrelevant to the topic in the slides or during the explanation.

② You need to choose pictures that can support your point of view and reflect the characteristics of the data.

③Animation effects need to be able to highlight key points, otherwise try not to use them.

④Don’t use too many words on the slides, try to simplify and delete redundant vocabulary.

①Font settings

②Color color settings

●The font size becomes larger;

●The font becomes bold;

●Change color;

●Shadow effect.

You can use the "Slide Browse" function in "View" to check whether there are more than three colors in the PPT and whether the text is aligned and coordinated.

The historical process and current situation of the company’s information construction in recent years

Great achievements have been made, but there are also some problems, such as the lack of top-level design and the existence of information islands.

Why do these problems occur.

Some of the measures currently being taken include strengthening top-level design and information system planning.

The construction of information system brings more advantages than disadvantages to the company.

1. Informatization is the general trend, and we need to keep up with the trend of the times; 2. It is conducive to improving the company's work efficiency and achieving standardized management.

1. After the information system was put online, for the company as a whole, the turnover increased by XX million yuan; 2. After the information system was put online, the efficiency of each department increased by XX.

The construction of information system brings more advantages than disadvantages to the company.

Recently, our company has encountered some problems in management.

The company has many management processes, and there are often people who do not follow standardized procedures, causing trouble to management. If a standardized management and control system can be put in place, this problem can be solved.

We hope that superior leaders can support and approve this plan of our company.

List the detailed amount of funds required and their purpose.

The standardized management and control system developed by our company can incorporate all company processes into the standardized management and control system to eliminate the habit of people not following standard procedures. All service processes have relevant records.

In addition to being able to solve standardized management problems, the system itself has powerful functions and stable performance.

High cost performance, high quality and low price.

The first is how to meet EB

The second is how to do what they like

The role of TB cares about the right to speak in content, and the most important thing in communicating with them is to give them enough respect.

It should be noted that TBs generally consider themselves to be technical experts. It is best not to use persuasion when communicating with them. You can influence them by taking them to participate in high-end technology seminars.

For UB, the most important thing is to pay attention to the other party

In the process of communicating with UB, the advantages of complete functions, reduced workload, and simple use should be highlighted.

①不要问太多，客户会不耐烦。

②每一个问题都保证有偏重、有目的。

③背景问题与销售成功没有什么积极联系。

●What is your opinion?

●How long did you think about it?

●Have you decided to buy it?

●What are your goals in this regard?

●What industry are you in?

●How many employees do you employ?

●What is the annual sales volume?

●What are the main types of customers?

●What system or equipment are you using now?

●How long have you been using it?

●Who will mainly use it?

①使用关心的态度来询问，避免让客户感觉到是对他们的冒犯。

②善用对比（故事法）引出潜在问题。

③这类问题与小订单的成功销售联系更紧密，但是与大型项目订单成功联系不大。

④使用这类问题目的是揭示隐含需求。

①在介绍对策之前，并且在暗示问题开发了买方难题的严重性后。

②你提供的方案一定是可以解决客户这些问题的。

③尽量让客户自己说出解决后的优点，可以训练客户进行内部销售。

①The audience is an expert: The PPT structure is suitable for dividing first and then summarizing. You can first show why you think so and then provide the conclusion, so as to avoid showing the conclusion in advance and being questioned.

②The audience is the leader: The PPT structure is suitable for summarizing first and then dividing. Generally, leaders need to understand the conclusion first and then briefly understand the reasons for doing so within a limited time.

③The number of listeners is relatively large: Then cater to the most important people or more than 50% of the people.

If it is a company executive, the executive is more concerned about why it is done, how much it will cost, and what benefits it will bring.

If you are at the middle level of the company, the middle level is more concerned about whether the system is easy to use, whether it is easy to maintain in the future, and whether it is easy to expand.

If they are front-line operators within the company, these people will definitely be more concerned about whether the system is easy to use and whether it can reduce their current workload.

be careful

At the beginning, you must analyze what content must appear in the PPT based on the bidding documents, and if there is a demonstration link, what content needs to be presented in the demonstration part.

①What are our advantages? Highlight our advantages compared to our competitors, such as industry experience, etc.;

②The overall strength of the company, including development history, staff size, branches/subsidiaries, qualifications and strength, etc.;

③ Highlight project ideas, including system architecture diagrams, business flow diagrams, etc.;

④ Highlight similar project cases to let bid evaluation experts see that we are really experienced;

⑤ Highlight localized services, including whether there are local branches/subsidiaries and whether there are other local cases.

① You can rehearse the explanation, then record the explanation and listen to it again to find out where you can add examples or how to modify the logic to make it smoother.

② Carry out time control. In order to prevent customers from running out of time, you can display multiple versions, including a 5-minute version, a 10-minute version and a 15-minute version.

③The presentation closely follows the scoring standards. Experts will score based on whether the content of the presentation is in place. Therefore, during the presentation, the key words of the scoring standards must be stated.

④ Add a story to the live demonstration, that is, explain the system to be demonstrated into a complete story, so that the audience can have a sense of the scene.

⑤ Prepare the system demonstration environment to ensure that the demonstration system can be opened under various browser versions. If a network is required on site, a wireless network card must be prepared in advance.

●Customers are listening carefully;

●Customers are interested in learning more;

●Customers have different views and opinions;

●Customers have doubts and dissatisfaction;

●Customers want to examine our ability level;

●Customers support others.

The first step is to look at the questioner;

The second step is to analyze which of the above aspects is the potential motivation of the questioner, and whether he is interested in it or has doubts about it;

The third step is to thank the questioner, for example, this is a very good question;

The fourth step is to think about the answer before answering the question in front of everyone, because maybe not only the questioner is concerned, but everyone is concerned about this issue;

The fifth step is to confirm the effect of the answer. You can also ask whether you are satisfied with the answer, and then observe the customer's facial expressions to see whether the customer nods or shakes his head frequently to judge whether the other party is satisfied.

As pre-sales, we need to understand that it is the customer's right to question. We need to keep a calm mind and confirm the questions at the same time, such as "Are you confused about the installation and deployment of our company's products?" Let the other party feel recognized first. Then answer the customer calmly.

Before communicating, you need to consider what questions different users on site will ask. You can invite other company personnel to accompany you during the communication, such as project managers, product managers, etc. If you really cannot answer a question, you can promise to communicate and then reply.

① Agree with the customer’s objections.

② Listen patiently to the customer’s objections.

③Confirm where the customer’s resistance points are.

④ Give a reasonable explanation.

①Don’t get confused and think that this means that the customer will reject us, thus appearing at a loss.

②Don't directly point out the customer's mistakes. If you make the customer lose face, the customer will definitely make you lose face.

②Don't directly point out the customer's mistakes. If you make the customer lose face, the customer will definitely make you lose face.

① Who you want to meet this time: how to call them, what areas they focus on, whether they know our company, and what reporting method they prefer.

②A brief background on this project: why it should be done.

①Ask other pre-sales personnel about their experience, cases, and highlights in related projects.

② Ask the product manager to find out whether there is a demonstration system and whether there are relevant highlights.

③ Search the customer’s existing system information and customer organizational structure through the customer website or search engine.

④Look at business-related policy documents.

⑤ Prepare plan or PPT.

①Why should I see you?

②What valuable services can you provide me?

③What is special about you compared to others?

Think in advance about how to answer questions that customers may ask. If you are not particularly confident, you can write a verbatim draft in advance.

In addition, remember three sets of numbers before each conversation and speak them out during on-site communication, which can reflect professionalism and make the customer's impression more profound.

Before the visit, you need to check whether the information is complete, including personal business cards, product information, notebooks, paper and pen, etc.

The first level: Believe in the strength of your company.

The second level: Believe that the company's products can bring value to customers.

The third level: Believe in your ability as a pre-sales person.

① Focus on the other person, rather than listening and organizing the words yourself.

②Nod and smile, this will help the other person talk more.

③Don't make any sound to avoid disturbing the other party's speech.

Written for others to read

①Customer’s organizational structure: that is, who are the customer’s current EB, TB, and UB?

②The thoughts of each role of the customer: What the above three roles know about our company, their attitudes of support or opposition, and what they hope to promote next.

③ Funding sources and budget: Where does the money for this project come from and how much money is there? This is directly related to how profitable the project will be in the future.

④Project advancement progress: mainly important nodes such as when the customer wants the system to go online and when the bidding is expected to be held.

⑤Next action: Mainly what is the next step that needs to be done within the company, whether it is to follow up the plan before sales or follow up the business relationship through sales.

⑥Resources needed: If other resources are needed to advance the project after preliminary evaluation, an application must be made together.

①What is the goal of this visit?

②What happened during the visit?

③How is it different from what you expected?

④What are the reasons for these differences?

⑤What should we do next time?