ERP sales

May be you are asking this question because in each sales market some techniques involved.. as for ERP sales.. it is not a commodadity you can just show and sale.. it is a market where lot of money and manpower has to be involved after decided to implement ERP. Only you can compare with other ERP with software cost/implementation time/cost etc..

1. Find people looking for ERP. Don't try to sell unless there is an active search / evaluation going on. You MUST have competition in most cases!
2. Engage them in intelligent discussions about their business process by asking directed questions.
3. Get them involved in a needs assessment - e.g. it's important to fully understand thier requirements, why they are looking, what would happen if they implement a system (from their perspective) - what the company politics are - etc. and a Site Survey / Needs Assessment is a tool to do that.
4. Provide targeted demonstrations that address their specific requirements...
5. Cover your bases - which means get to all parties involved with the decision at all levels within the firm. Find out how they feel about your offering - good, bad or indifferent. Work through any objections, etc.
6. Get selected as the preferred vendor BEFORE entering into negotiations...
7. Negotiate with them and close them!!

It's not a technique - it's a bunch of work...