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How to Sell Options
Cross-Product: Sales
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Code
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SXW46
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Version
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1
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Format
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Online
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Language
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English
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Availability Date
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Thursday, February 16, 2006
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Duration
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30 minutes
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Audience
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Business Partner, Lenovo and IBM employees,
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Available
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Worldwide |
Description Updated
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Friday, February 17, 2006
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What are the benefits of this course?
In the spirit of such popular books as Who Moved My Cheese? and Whale Done!, Lenovo Training Solutions presents a parable of its own…
In the course that follows, you will be introduced to four members of The Royal Options Family. Each character represents a different type of commonly found notebook user. Not surprisingly, each also has unique needs as they relate to options:
King Carlos, a frequent traveler who requires a tablet-style notebook;
Princess Angelina, a “road warrior” traveler who demands high function and extreme portability;
Queen Bea, who uses her notebook primarily as a desktop; and
The Duke of Digits, a “day extender” who often works at night and on weekends.
By including dialogues between these characters and Sir Larry (the noble Lenovo salesman), the course hopes to illustrate how you can talk to your customers about options. The focus is on how to engage your customers, asking the right questions so you can draw out their pain points and determine which, if any, Lenovo options might help ease them.
After taking this course, students should be able to engage customers by asking the right questions to draw out pain points and determine which, if any, Lenovo options might help ease them.
Who should take this course?
Lenovo internal sales representatives
Business Partners
What are the course, skills, or knowledge prerequisites?
(Students must meet the prerequisites in order to fully achieve the course learning objectives.)
Prior to taking this course, students should be familiar with Lenovo Options families and ThinkPad systems.
Identify an opportunity to sell Lenovo Options.
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Recognize customer pain points.
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Summarize a package of appropriate Options to ease customer pains.
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What topics are covered?
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Finding opportunities to sell Lenovo Options
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| Discovering customer pain points |
| Creating a package of Options for a customer |
Recommended follow-up courses:
(Please refer to our training roadmaps for the suggested training path.)
SXW44, SXW45, SXW42, SXW40, SXW41
Additional Course Information:
None.
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First-time users must Register in order to enroll in a web course
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Registered users start this web course now
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