Materials from the session including presentations and exercises.
First Exercise - Preparing a Value Statement
- Interview a prospect
- Learn as much as you can about their role, business, needs
- BANT Qualify them!
- Prepare a value statement to share with the class – it should answer the question “What is the value of JMP to this person/business”
- Recommend a next step to advance the sale
Second Exercise - Overcoming Objections
- You will be assigned a common JMP customer objection
- In your team, strategise a way to handle the objection
Team 1. The JMP Rule of One – Why can’t we use this at all the companies we own? We would like our engineers in Mumbai to use the software, why is that a problem?
Team 2. Licensing Model – We would like our users to be able to check-out a concurrent license, we’ll buy 10 licenses, and supply this to 30 engineers, ok?
Team 3. Deployment – So it’s MY JOB to now set this up on everybody’s desktop and keep track of it?
Team 4. Price – We can just do in open source or Excel what JMP can do for us…and we’ll do it for free!
Team 5. Adoption/Culture Change – Our engineers/scientists/teachers have been doing it this way for a long time and it’s all just fine…change is hard, we don’t have time to update materials, and they know how to do it already in Minitab/R/Excel…no thanks.
