17.10.2008 | 臨場急智

某位同事辭職之後, 好多presales嘅工作都落喺我身上, 噚日朝早同下晝一連兩單.. 之前收到風話個客大概需要啲乜嘢, 所以都稍有準備.. 不過啲客通常都只會大略提吓要乜, 唔會太過詳細, 所以好多時候都係估估吓, 要到真正見慢慢傾過之後先會揭盅..

結果噚日真係人算不如天算, 兩單都係同一命運, 了解之後先發覺事先準備嘅其實唔係個客真正所要嘅!! [冷汗] 所以噚日兩個session都要考起我嘅臨場急智, 呢個唔得, 就要當場諗過第二個proposal, (一) 要一擊即中, convince到個客嘅buy-in.. (二) 就算要拗爆頭諗其他計仔, 都唔可以畀個客睇到你個猶疑樣, 要畀個客信心.. (三) 臨場可以即刻到show個客戶究竟個proposal係點樣行, 最後就可以解答晒個客現有嘅疑難..

之前好多前輩都同我講過, presales唔係件容易嘅差事, 的確係如此, 好有挑戰性同埋考你急智.. 阿彌陀佛, 好彩噚日兩單都順利過關, 個客都幾滿意, 就睇佢哋日後答覆啦..
since the resignation of a colleague, i gotta take charge of most of the presales activities, and it was two sessions yesterday.. got some heads-up on what customer would like to see earlier on, and at least i'm prepared.. but most of the time customers are too general and would not tell you in details until meeting up and have a good chat, hence before the meetup everything just could be quite ambiguous on the preparation..

both the sessions yesterday were not good in the beginning, as what i've prepared was not what the customers expected really!! [sweat] hence, both the sessions really scooped me up for spontaneous response, that was not good, and hence i just gotta proposed another alternative on the spot.. (1) straight to the point and must convince the customer to buy-in the idea.. (2) even though i need to scratch my head, but just cannot let the customer see my confusing face, confidence must be granted to them.. (3) able to show something on how the proposed alternative works, and better still can resolve their existing bottleneck and issues..

all my last-time seniors had told me presales is never an easy job, and yes indeed because it really is challenging and requires spontaneous respond to the customer's needs and to resolve their issues.. thanks god, the two sessions yesterday was smooth in the end, customers were quite happy with what we proposed, just waiting for their later reply then..