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Demoing and Selling FlexTraining 6.2

Comprehensive guide on demoing and selling FlexTraining 6.2 software, emphasizing benefits over features. Includes preparation tips for successful demos and calls.

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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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