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  • Partner Onboarding Training Day 2

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    xillixx
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    The document provides guidance on demo techniques for presenting Odoo to potential customers. It includes an agenda, introduction on preparing for demos, example business flows, a 5-step framework for conducting demos, role playing qualification calls, common mistakes to avoid, and closing techniques. The closing techniques section discusses why customers may not close, approaches like value proposition to emphasize benefits over costs, and other tactics such as pricing discounts and references.

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    The document provides guidance on demo techniques for presenting Odoo to potential customers. It includes an agenda, introduction on preparing for demos, example business flows, a 5-step framework for conducting demos, role playing qualification calls, common mistakes to avoid, and closing techniques. The closing techniques section discusses why customers may not close, approaches like value proposition to emphasize benefits over costs, and other tactics such as pricing discounts and references.

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    Download as pdf or txt
    38 views15 pages

    Partner Onboarding Training Day 2

    Uploaded by

    xillixx
    The document provides guidance on demo techniques for presenting Odoo to potential customers. It includes an agenda, introduction on preparing for demos, example business flows, a 5-step framework for conducting demos, role playing qualification calls, common mistakes to avoid, and closing techniques. The closing techniques section discusses why customers may not close, approaches like value proposition to emphasize benefits over costs, and other tactics such as pricing discounts and references.

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    of 15

    01 Demo Techniques

    Agenda
    Day 2 02 Closing Techniques

    03 Q&A
    Before the demo
    ● Install the apps you need

    ● Prepare and customize your demo: company logo, create a couple of products and make a config that
    fit customer's needs.

    ● Know exactly the business flow you are going to show & test it before the demo.
    But be ready to adapt and to take detour during the demo.
    It’s also super important to adapt the demo to the technical & functional knowledge of your customer

    ● It can be very helpful to write down a demo roadmap


    (bullets points with the different steps and features that you are going to show)
    See an example here
    Business flow - example

    Duration: 30 min
    How to do a good Demo?

    5 Steps

    Intro
    Pricing
    & Business
    UI intro Q&A and next
    company flow
    steps
    presentation
    Role play qualification call

    B. $10k-30k

    A. Decision Maker needs to be at the demo

    N. Gets order through email or call, has to find


    customer data and create quote manually in excel.
    Needs to speed up this process using Odoo CRM and
    Invoicing

    T. Beginning Q3 go live
    Demo
    8 mistakes to avoid
    ● Fast start without a proper introduction

    ● Present a list of apps and not an integrated business flow

    ● Explain every field and button.

    ● Show features that are not part of customer’s need

    ● Monologue demo, not asking/listening to customer feedback

    ● Say “Yes” to something you don’t know

    ● Let the customer lead the demo

    ● Focus on complex features and forget the basic ones


    Closing technique
    Why is a customer not closing?
    Why is a customer not closing ?
    ● Demo/presentation doesn’t create a reaction
    ● No clue why the customer needs Odoo due to poor qualification
    or lack of product knowledge
    ● The customer is not in a hurry
    ● Your POC is not decision maker
    ● The customer does not want to spend money
    ● The customer vanishes
    ● They are considering other competitors
    Value Proposition Approach
    Benefits vs. costs : Your prospect is looking for a solution to solve a
    business operation problem/pain point

    ● Identify the main pain point (e.g., information on opportunities in not centralised)

    ● Identify the cost of not fixing the pain points

    ● Put it in relation with Odoo costs

    ● Present Odoo unique selling points/ advantages compared with the other competitors
    (user-friendly, fully-integrated, easily customizable and expandable, affordable)

    ● Present the benefits of buying Odoo <> the impact of not buying it
    Other closing techniques
    ● Prepare your pricing/discount technique with your AM (offer Multi-Year)
    ● Put the deadline in the quotation along with the discount offer
    ● Specify the go live date and explain the implementation phases along with the
    timeline
    ● Adapt your speech to who you are talking to and prepare USP for them
    ● Mention top customer references and use case studies
    ● Use empathy to show that you are going above and beyond to solve their problem
    Conclusion

    ✓ Available Partnership resources


    ✓ Role of AM
    ✓ Pipeline Management
    ✓ Qualification techniques
    ✓ Demo techniques
    ✓ Closing techniques
    Q&A

    Partner Onboarding Training


    Thank You

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