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How can you explain the technical aspects of an ERP system to a customer?

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If you are a technical sales professional, you know that explaining the technical aspects of an ERP system to a customer can be challenging. ERP stands for enterprise resource planning, and it is a software system that integrates various business functions, such as accounting, inventory, production, sales, and human resources. ERP systems can help customers improve their efficiency, accuracy, and profitability, but they can also be complex, costly, and time-consuming to implement and maintain. How can you communicate the technical benefits and features of an ERP system to a customer without overwhelming or confusing them? Here are some tips to help you.

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Cayadi S.

Empowering businesses through technology

1 Know your audience

The first step to explaining the technical aspects of an ERP system to a customer is to know your audience. Different customers may have different levels of technical knowledge, interest, and needs. You should tailor your explanation to match the customer's profile, goals, and pain points. For example, if you are talking to a CFO, you may want to focus on how the ERP system can streamline financial reporting, reduce errors, and increase cash flow. If you are talking to a production manager, you may want to emphasize how the ERP system can optimize inventory management, scheduling, and quality control. You should also use language and examples that are relevant and understandable to the customer, and avoid jargon and acronyms that may confuse them.

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Cayadi S.

Empowering businesses through technology
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I've found that talking about customers's daily experiences is easier for them to digest. I used the body system, which they have as a human. I want to communicate how each part of our body system works and delivers specific tasks. It is integration - ERP is an integration. I am moving from integration to their level of view. Stressing how easy ERP will be for them once all their business systems are integrated.

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2 Simplify the concept

The second step to explaining the technical aspects of an ERP system to a customer is to simplify the concept. You should avoid going into too much detail or complexity, unless the customer asks for it. Instead, you should use analogies, metaphors, or visuals to illustrate the main idea of how the ERP system works and what benefits it can deliver. For example, you can compare the ERP system to a central nervous system that connects and coordinates all the parts of the body, or to a dashboard that displays all the key metrics and indicators of the business performance. You can also use diagrams, charts, or screenshots to show how the ERP system can integrate different data sources, processes, and functions, and how it can provide real-time insights and alerts.

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3 Highlight the value

The third step to explaining the technical aspects of an ERP system to a customer is to highlight the value. You should not just list the features and functions of the ERP system, but also explain how they can solve the customer's problems, meet their expectations, and create value for their business. You should use specific examples, scenarios, or case studies to demonstrate how the ERP system can help the customer achieve their desired outcomes, such as improving productivity, quality, customer satisfaction, or profitability. You should also quantify the value whenever possible, such as by showing how much time, money, or resources the customer can save or gain by using the ERP system.

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4 Address the concerns

The fourth step to explaining the technical aspects of an ERP system to a customer is to address the concerns. You should anticipate and acknowledge the potential objections, risks, or challenges that the customer may have regarding the ERP system, such as the cost, complexity, security, compatibility, or implementation time. You should not ignore or dismiss these concerns, but rather provide factual, logical, and positive responses that can reassure and persuade the customer. For example, you can explain how the ERP system can offer a high return on investment, how it can be customized and scaled to fit the customer's needs, how it can comply with the industry standards and regulations, and how it can be supported and maintained by the vendor or partner.

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5 Involve the customer

The fifth step to explaining the technical aspects of an ERP system to a customer is to involve the customer. You should not just talk at the customer, but rather engage them in a two-way conversation. You should ask open-ended questions to understand the customer's situation, needs, goals, and preferences, and to elicit feedback and opinions. You should also listen actively and empathetically to the customer's answers, comments, and concerns, and respond accordingly. You should also encourage the customer to ask questions, and answer them clearly and confidently. By involving the customer, you can build rapport, trust, and credibility, and also uncover more opportunities to showcase the value and suitability of the ERP system.

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Cayadi S.

Empowering businesses through technology
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Getting things done is the primary customer focus. Ask them which business pain points they have and formulate the problems before offering solutions. I experienced one client that actually had no clarity over his problem. He told me about his business and how the business didn't go well because of his stock inventory. It turned out that it was not a stock inventory problem in the end. It was finished products that were not updated in the stock inventory. Involving the customer could help us understand the flow of processes and find the root cause.

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6 Follow up

The sixth and final step to explaining the technical aspects of an ERP system to a customer is to follow up. You should not just end the conversation after you have explained the ERP system, but rather keep in touch with the customer until they are ready to make a decision. You should send a summary of the key points and benefits of the ERP system, along with any relevant documents, such as brochures, proposals, or testimonials. You should also schedule a follow-up call or meeting to address any remaining questions or concerns, to provide a demonstration or a trial of the ERP system, or to negotiate the terms and conditions of the deal. By following up, you can reinforce your message, overcome any objections, and close the sale.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Cayadi S.

Empowering businesses through technology
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Success of ERP is about structure and architecture. Customer need to have a solid business process and readiness with their man power.

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How can you explain the technical aspects of an ERP system to a customer?

1

2

3

4

5

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7

1 Know your audience

2 Simplify the concept

3 Highlight the value

4 Address the concerns

5 Involve the customer

6 Follow up

7 Here’s what else to consider

Technical Sales

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How can you explain the technical aspects of an ERP system to a customer?

1

2

3

4

5

6

7

1 Know your audience

2 Simplify the concept

3 Highlight the value

4 Address the concerns

5 Involve the customer

6 Follow up

7 Here’s what else to consider

Technical Sales

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