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Sales Messaging Drill Responding to Questions CPET Process

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

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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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