Effective communication early in the sales cycle is critical to building rapport and identifying the customer’s pain. Being able to extract critical information from the customer, demonstrating your understanding of the problem and helping the customer visualize a solution will provide the foundation for success. Selling or implementing complex solutions often requires you to “visually” communicate. The whiteboard is the tool most often used and best suited for this objective. Poor use of this tool will have a negative effect on the customer’s opinion and confidence. Excellent use of this tool will elevate your ability to close more business.

This one-day workshop will teach you how using a structured quadrants-based approach on the whiteboard will guide you and your prospect through a successful solutions oriented meeting. This workshop will also help you refine your delivery, illustration and preparation process.

All participants attending this workshop will receive 50 free leads.

On-Site Training: can be tailored to the needs of client organization and delivered on-site at time and location of client choice.

Objectives:

Participants will learn:

How to prepare a powerful immersion session using A.S.I.A as an easy Plug-And-Present tool
How to incorporate key messaging into the ASIA Structure
How to use the whiteboard to help you be solutions oriented
How the whiteboard information structure will guide high-value questions to shape and create solutions
How to effectively facilitate discovery meetings using the whiteboard
How to implement best practices in preparation, delivery and execution
How to integrate pre-defined visuals with specific customer examples
How to map and whiteboard Dell/Dell Partner solutions and value propositions

For more information and pricing, please complete this form and we will email you a confidential Annotated Outline that will provide you with an hour by hour description of this training seminar.

Class Size:	12
Length:	1 day
Time:	8:30 AM - 5:00 PM