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Demoing and Selling FlexTraining 6.2

Demoing and Selling FlexTraining 6.2. Where 6.2 fits in our evolution. Complete rewrite from the ground up See press release on web site and memorize Stress benefits, not bells and whistles “Why” not just “what”. Notes. ________________________________ ________________________________

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Demoing and Selling FlexTraining 6.2

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  1. Demoing and Selling FlexTraining 6.2

  2. Where 6.2 fits in our evolution • Complete rewrite from the ground up • See press release on web site and memorize • Stress benefits, not bells and whistles • “Why” not just “what”

  3. Notes • ________________________________ • ________________________________ • ________________________________ • ________________________________ • ________________________________ • ________________________________

  4. Demos for 6.2 - prep • OK to show course-building now • Branding – prospect’s logo & banner • You create the banner image – 997 pixels by 90-95 pixels • Always set text names in Environment

  5. Notes • ________________________________ • ________________________________ • ________________________________ • ________________________________ • ________________________________ • ________________________________

  6. Demos for 6.2 - prep • Ask prospect if she has an Ipad so you can use Face Time during demo. • Why not? • You are a stranger asking for thousands of dollars. Seeing you helps build their confidence.

  7. Notes • ________________________________ • ________________________________ • ________________________________ • ________________________________ • ________________________________ • ________________________________

  8. Demos for 6.2 (cont.) • Course inventory – proper data • 8-16 courses in inventory at all times – no more or less • Clean out old crap daily • Show Course Chooser to take advantage

  9. Notes • ________________________________ • ________________________________ • ________________________________ • ________________________________ • ________________________________ • ________________________________

  10. Demos for 6.2 (cont.) • For each course - make sure that EVERY lesson in the course has as its FIRST LS the following: • Template is Title • Title is descriptive and does not wrap • An image of approximately 300 high by 400-500 pixels wide is below the Heading. Suggest transparent GIF that “floats”.

  11. Notes • ________________________________ • ________________________________ • ________________________________ • ________________________________ • ________________________________ • ________________________________

  12. Demos for 6.2 (cont.) • FIRST LS (cont.): • Suggested: add a small amount of text at the bottom that expands on the title. Use large font maybe 18-24 point. • No video or other content. • After creating the LS and saving , examine the generated thumbnail and edit & revise until it is PERFECT.

  13. Notes • ________________________________ • ________________________________ • ________________________________ • ________________________________ • ________________________________ • ________________________________

  14. System Knowledge A - Industry Comparison Worksheet • Understand every line and where in the system the referenced feature is. • Be able to tell a prospect why this feature is there and how it benefits the customer.

  15. Notes • ________________________________ • ________________________________ • ________________________________ • ________________________________ • ________________________________ • ________________________________

  16. System Knowledge B - Management Guide • Understand details of how the system is managed. • Be able to discuss every single option, policy, and environmental setting, where to set it, and exactly what the impact is of each available value.

  17. Notes • ________________________________ • ________________________________ • ________________________________ • ________________________________ • ________________________________ • ________________________________

  18. Demo Conclusion • Agree on the next step at the end of each demo and call • Schedule the next step and enter this in your To Do item in the Prospects DB • DO NOT just enter a date in To Do item in Prospects DB

  19. Notes • ________________________________ • ________________________________ • ________________________________ • ________________________________ • ________________________________ • ________________________________

  20. 7-Day Trials • Trials are being abused – 30 and 40 day trials are still there • What is the reason for the trial? • Are you holding their hand every step of the way? • Turn off trial after 7 days • Note progress in the Trial in Prospects DB

  21. Notes • ________________________________ • ________________________________ • ________________________________ • ________________________________ • ________________________________ • ________________________________

  22. Preparation = Success • “Luck is where preparation meets opportunity” - Ancient Chinese Sales Manager • The road to being seen as “knowledgeable and helpful” is thorough preparation for every demo and call.

  23. Notes • ________________________________ • ________________________________ • ________________________________ • ________________________________ • ________________________________ • ________________________________

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