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Sales Messaging Drill Responding to Questions CPET Process

Practice responding to customer questions using CPET process. Improve sales messaging skills with creative cushions and effective transitions. Enhance customer engagement and satisfaction.

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Sales Messaging Drill Responding to Questions CPET Process

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  1. SalesGym Sales Messaging Drill Responding to Questions CPET Process Coaching Series

  2. Sales Messaging Practice Practice Exercise Setup: • Pick a store owner, buyer or manager and imagine you’re 20-minutes into a meeting with this person • They are showing some interest • You’re asking a lot of great questions • They interrupt and ask you a question (we’ll identify that question in a moment) • Use the CPET process to respond to this question CPET Drill

  3. Sales Messaging Practice Select One: • How can Carhartt help me combat against competition from online stores? • What do you mean by a strategic partnership and how is that different from what we have now? • What is the thinking behind the changes you’re making to what we can order from your catalog? • What is performing well in other stores and how can that help me grow my business? • What can Carhartt do to help me update my store? • How can Carhartt help me bring new shoppers into my store? Question to respond to

  4. Sales Messaging Practice Use a creative and conversational cushion Anchor your response around 1-2 short, memorable headlines Best Practices Review Use customer oriented phrasing instead of your opinion Your transition question needs to be relevant and easy to respond to Keep your response under 90-seconds

  5. Practice Rules

  6. CPET Process C P E T

  7. Practice Debrief What did we notice that was effective from all of the examples we just heard? What’s the most important thing you’ll focus on in round 2 to make your 2nd demonstration even better?

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