License Demo & Sales Process & Positioning

1. License Demo & Sales Process & Positioning

2. Stage One: The Demo • Preparation • Staying Focused • Maintaining Control • Things to Avoid • Benefits

3. Stage One: The Demo Setting up for Success: The Script Simple & Benefit Focused “Hello. My name is Mark Snow and I’m calling from HRD Press, a leading publisher in the HR and Training Industry. The reason for my call today is to introduce both myself and the company, and to see if you might be interested in joining an online demonstration of a license package that is saving companies just like yours 50% or more off of their off-the-shelf training materials while delivering the additional benefits of unlimited customization & reproduction rights on the materials. You can use the materials in whatever way works best for your from printing out materials for classroom use, or take the online assessments & electronic version of the content for use with a learning management system. We’re currently setting up demos for this program on Thursday and Friday at 2:00pm – Does one of those time work better than the other for you?”

4. Stage One: The Demo Setting up for Success: Keeping Focus What is the Purpose of the Call? Back to the Intro: Interest:I’m interested. Can you tell me more about this program? Put Off:Our central office handles this kind of thing. Rejection:No thanks. We use other vendors for this type of materials. Answer: Great! These programs can save you at least 50% on the types of products your already using, and provide a host of other value added benefits that you can’t get anywhere else including reproduction and customization rights – we cover that and much more in our webinar. Who do I need to speak with in order to schedule you for one of this week’s demo opportunities?

5. Stage One: The Demo Setting up for Success: Keep Control End with questions focused on the demo • Are you currently using, or are you interested in training of this sort? • Does this type of savings seem beneficial to you? • Who in your organization would be a candidate for inclusion on a demo? • Which day can we sign you up for, Thursday or Friday?

6. Stage One: The Demo Setting up for Success: Avoid Meandering Stay on Track - Keep Focused & Refer Back • Pitfalls to Avoid: • Going into detail about the products • Debating benefits of our products versus competitors • Listing out who, what, when, where, or why if it doesn’t pertain to the demo • Over-empathizing with objections

7. Stage One: The Demo What This Will Do for You Benefits for PTG Members 1) Provide you with a comfortable, simple script 2) Maximize your efficiency and ability to make more calls per day 3) Put a positive, repetitive thought in your customers mind 4) Ensure that everyone is hearing the same message Run the Demo Session

8. Stage Two: Positioning How Can These Products Be Deployed in a Modern Organization? • Use Content Within an LMS to Gap Fill • Help to Centralize the Learning Function • Create a Training Intranet • Assess to Prove Value to Stakeholders

9. Stage Two: Positioning The Good, Bad, and Ugly On LMS Usage 88% of organizations that purchase an LMS do so to implement e-learning 43% Purchase an LMS to centralize electronic learning assets 18% Purchase an LMS to better measure the costs of training 15% Plan to abandon their LMS this year 21% Consider their LMS decision to have shown poor ROI Largest Market Share & Satisfaction Rates for Small/Medium Biz: Moodle

10. Stage Two: Positioning Getting Content from Here to There: The LMS Dilemma Most LMS Systems Come Without Content or Authoring Tools Adjusting & Integrating Content is Laborious Over 20% of Companies Utilizing an LMS have Multiple Systems The Cost of the System makes Customizable Content Upgrades Difficult

11. Stage Two: Positioning Addressing the Concerns Difficulty in Making Content “Fit” Access to tools that make the job easier Spanning Gaps Between LMS Systems Create & use materials that can be used across boundaries Making Customizable Solutions More Affordable Our content would represent just a corner of their investment

12. Sample Company Training Department Home About Us Programs Training Intranet Events Contact Us The Logo Co. Training Department was established in 1987 to provide full scale learning opportunities at Logo. The Training Department covers technical, managerial, and soft skill training. Feel free to make your training requests by clicking on the “Contact Us” link and fill out the online form

13. Logo Co. - Training Intranet Workshop Schedule DVD Library Resource Books Self Development eContent Login Assessment Programs In order to provide our valued employees additional career growth opportunities Logo Co. has contracted with a major soft skills training vendor to provide training materials From this page you can sign up for workshops, watch DVDs with follow along participant materials, access resources books or create custom books using the eContent Link, take assessments & use the support pieces in your Self Development efforts. eContent Login: 113EFD567163

14. Resource Books Workshop Schedule DVD Library Resource Books Self Development eContent Login Assessment Programs Our entire library can be “checked out” 24 hours per day, seven days per week. Help Yourself! Management & LeadershipCommunication Conflict ResolutionTeams & Teambuilding Sales & NegotiationCoaching & Mentoring Project ManagementStress Management More Topics…

15. Resource Books: Teams & Team Building Workshop Schedule DVD Library Resource Books Self Development eContent Login Assessment Program As workforces compress their resources to maximize time and efforts the benefits of teambuilding become more and more vital. Click the links for more details & book access. Virtual TeamsTeam SponsorshipActivities for Self Directed Teams Team Approach Problem Solving ProcessActivities for Team Building Team WorkoutTeam Building BlocksSolving Team Problems Stories They Will RememberTeam HandoutsInstruments for Team Building

16. Resource Books: 25 Instruments for Team Building Workshop Schedule DVD Library Resource Books Self Development eContent Login Assessment Programs Provides survey tools for three areas of team development Effective team players: Help team members, team leaders, and team coaches identify their strengths and weaknesses. Effective teams: Increase the effectiveness of the way a team accomplishes its tasks. Organizational effectiveness: Address the specific issue of team-based organizations such as culture, structure, and system. Click Here to Open Book

17. Unlimited Access to hundreds of books, anytime and anywhere! Reproduction & Customization rights to thousands of hours of premium training materials!

18. PTG - Training Intranet Workshop Schedule DVD Library Resource Books Self Development eContent Login Assessment Program In order to provide our valued employees additional career growth opportunities Logo Co. has contracted with a major soft skills training vendor to provide training materials From this page you can sign up for workshops, watch DVDs with follow along participant materials, access resources books or create custom books using the eContent Link, take assessments & use the support pieces in your Self Development efforts. eContent Login: 113EFD567163

19. Select Your Desired Assessment Program to Begin Change Management Sale Effectiveness Leadership Coaching Time Management Communication Logo offers several different training programs each of which begin with a full 360 Degree Assessment in which you will fill rate yourself and then invite a minimum of 7 other raters including your direct supervisor, assigned peers, and each of your direct reports. Once the Assessment is completed we will provide you with materials developed to improve specific skill areas.

20. Change Management Overview Job Aid Skillbuilder Pocket Guide Change Workshops FAQs Invite Raters/Results eContent Login The nature of change has many forms. Sometimes change is highly personal, related to a significant shift in circumstances and perspective about people or things. At other times, change is initiated by an organization. Change may be small-scale, affecting individuals or pieces of the organization, or it may be large-scale, impacting the organization in its entirety. Begin Assessment

21. Each Account & Sub Account Have Custom Home Pages! The Administrator’s Point of View

22. The Administrator’s Point of View

23. The Administrator’s Point of View

24. Complete 50 Page Report The Administrator’s Point of View

25. Editable Comments By Raters! The Administrator’s Point of View

26. Gap Analysis For Each Scoring Item! The Administrator’s Point of View

27. Blind Spots Show You The Largest Gaps at a Glance! The Administrator’s Point of View

28. Change Management Overview Job Aid Skillbuilder Pocket Guide Change Workshops FAQs Invite Raters/Results eContent Login The nature of change has many forms. Sometimes change is highly personal, related to a significant shift in circumstances and perspective about people or things. At other times, change is initiated by an organization. Change may be small-scale, affecting individuals or pieces of the organization, or it may be large-scale, impacting the organization in its entirety. Begin Assessment

30. Find what you need quickly and easily with a powerful granular search!

31. Stage Two: Positioning The Intranet Opportunity Centralizes & Standardizes Learning Your classroom, self led, and e-learning matches Anytime Access Means Unlimited Learning Show employees and potential recruits that you value their learning Fully Flexible, Completely Affordable Use the content in whatever way works best for very little investment

32. Stage Three: Price & Close • Position Pricing as a Benefit • Determine Interest Levels • Discuss Next Steps • Contract

33. Stage Three: Price & Close Use the Trainer’s Resource Library Calculator Number of Employees: Average Annual Training: Total Budget: Adjusted Budget: % of Training Covered: Budgeted for Materials: Cost per Employee: Amount for UTRL: Amount Per Employee: Savings for Your Organization: *All averages and percentages based on 2006 ASTD State of Industry Report 5,000 $1,435 $7,175,000 $2,439,500 30% $731,850 $ 146.15 $20,400 $ 4.08 $711,450.00

34. Stage Three: Price & Close Interview for Interest & Authority • Open-Ended Questions to Ask: • Does this program seem to be a good fit for you? • Does anyone else need to be involved in the decision? • What is the normal procedure/timeline for this type of agreement? • Can we forward you any hard copy materials to help in the process? • Others…? Address Concerns, Answer Questions, Call Mark/HRD Press as Needed

35. Stage Three: Price & Close Get Commitment & Move to Contract • Contract is between Customer & HRD Press • Boilerplate Contract Turned Around Within a Day • Several UTRL Kits are Prepared & Ready to Ship • Online Systems Turned Around Same Day

36. Questions?