Objections

Front 1

Identifying True Decision Maker

Back 1

In normal situations, how do technology purchases move through the organization. Would this come out of your budget? Do you sign off on budget? Will the person signing off need approval from others? How can I help to move through the cycle? Would additional demo's for those team members help you sell internally?

Front 2

We believe 1 on 1 coaching is better

Back 2

LearnCore is an extension of your live training. When you role-play, how do you keep track of how well they did to focus in on those aspects next time? When someone says something amazing in a role-play how do you share that with the entire company? How do you ensure the entire company then practices on their own?

Front 3

Explain LearnCore first

Back 3

It would help me a great deal to understand your current process and the initiatives you have today. This way I can frame LearnCore in a way we would actually support you.

Front 4

So how much does this cost?

Back 4

We have a traditional SaaS model. Per user per month on an annual contract. At a high level our list price is $34/user/month and that is all inclusive. If you're flying reps in for training and we can cut one trip, you're ROI positive already. Once we talk total users and come up with a plan we can put together a formal price.

Front 5

We have an LMS as a company today.

Back 5

That's great! Corporate learning is clearly something you value already. Most of our clients actually have an LMS that works alongside LearnCore. We take a Global vs Local approach, where your business unit is the local side. Traditional systems can take weeks to roll out courses that usually don't focus on the individual groups' needs, like objection handling or communicating value. LearnCore gives you the power to roll out the the right content to the right people.

Front 6

Our budget cycle is for another X months

Back 6

Well I'd love to set started on it now so that we can have it ready for when the time comes.

How often are you flying people in for training? If we can cut one trip, you're already ROI positive.

Front 7

We don't have any content.

Back 7

That's fine. You can leverage what you already have, from marketing docs to presentations. PitchIQ allows you to create and use your own content with now work. Just roll out to the team and leverage the best on as an example. You already have 2 courses.

Front 8

We do demos.

Back 8

Perfect. I'm sure you emphasize focusing on value over features. I'd love to show you how taking the mouse away from the rep can help them create the foundation to a great demo and ensure they talk value instead of features. (PPT Voiceover)

Front 9

Way too many reps to manage something like this, we are a small team

Back 9

We actually want you to engage front line managers. We don't charge extra for admins and give the managers the ability to coach the reps. This frees your time to focus on strategic objectives.

Front 10

We have a very senior sales team and they don't like sharing anything

Back 10

We can have them share their knowledge and skills without ever taking them out of the field through the Leaderboard.

Front 11

We don't have time for that

Back 11

This gives you time back. How much time do you spend scheduling training across the country? Actually doing role-playing?

Front 12

We do everything over the phone so there's no need for the camera.

Back 12

People learn by observing. The same idea behind having a mirror at your desk when you speak applies here. Practicing body language is important too because it affects how you sound.

Front 13

We already do role-play.

Back 13

Perfect, this allows you to scale that and share the best and most effective messaging across your company, rather than locking your team into silos.

Front 14

We have too many systems.

Back 14

Do you use SFDC? This can be used with SFDC to create a single environment. We can also consolidate other platforms based on what you're using today.

Front 15

Demo Challenges

Back 15

1) Set next steps at the beginning.

2) Stay on your path.

3) Take intro call info at face value

Front 16

Not all of our reps are technically savvy, how easy is this to use?

Back 16

We actually have clients who use LearnCore to onboard their own clients onto their products. It's that easy for the end user.

Front 17

Can you disable the camera? We only talk on the phone.

Back 17

If there isn't a camera, it will default to audio only. However, there is ton of data around why it's important to see yourself when you speak: it improves retention and body language affects how you sound.

Front 18

What does adoption look like?

Back 18

We have an incredible high adoption rate. The key is during our roll out and kick off, we focus on tying into an initiative that's important to the front line managers. This gives you the ability to drive their involvement. Our reminders for both managers and learners helps to further ensure success.

Front 19

What about screen capture? We do demo's.

Back 19

It's on our road map. For now, you can upload recorded demos from tools like GoTo Meeting or Webex. We also recommend focusing on screenshots to make sure reps focus on value over features. We can walk through this during your kick off as well.

Front 20

Are each of the Pitch Versions Separate?

Back 20

Nope, you get everything we walked through as a client.

Front 21

Can we just get Pitch IQ?

Back 21

The package is all inclusive. We do have clients that only leverage Pitch. However, the Learn facet gives your the ability to frame the scenario and set a benchmark with an example of a top performer. Also, Learn and test can be leveraged in so many other ways, like a product roll out or process certification.

Front 22

Do you support Android devices?

Back 22

Users can consume information from Android. Everything but record from their device.

Front 23

I'm going to need a proposal.

Back 23

We can definitely work on that, the one thing I need to do before providing a proposal is either speak with or have a demo with the final decision maker.

Front 24

The screen seems too busy.

Back 24

Design is actually huge for us. We've found that our platform is actually the most organized and cleanest from a process standpoint. Focusing on what the learner needs to accomplish. They only see what's specific to their role and responsibility.

Front 25

Do you have example Pitches we can use to get started?

Back 25

Yes, we have a number of examples to get you started.

Front 26

What does implementation looks like?

Back 26

Implementation is actually very smooth. Our big focus is on communication and outlining your objectives. I could get an environment set for you in just a few minutes. But we look at 2-3 weeks to ensure a successful launch

Front 27

Not ready for that step...

Back 27

What need to be done in order for us to take that next step? From what we've discussed this seems like a major challenge. Let's talk through what is slowing you down. There is probably something I can do to help.

Front 28

Need more time.

Back 28

I completely understand. There's never a great time to implement a new platform. However, we can make an immediate impact from day one with LearnCore. When you say more time, is it a rollout, budget, or decision reason?

Front 29

Where do we start?

Back 29

We have a number of examples of PitchIQ that you can use right now as you prepare the rest of the courses. It's a great way to gauge how the team is communicating today.

Front 30

Don't have content, it's going to take us a few months to get that together.

Back 30

We have a bunch of sample PitchIQ's to get you started. The beauty of LearnCore is you can roll out your content on a weekly basis. While they are working on week 1's material, you can work on week 2, and so on.

Front 31

How does this fit with our other platforms?

Back 31

There are a number of ways to work with other platforms. We also consolidate many platforms. Which are you most concerned with?

Front 32

Doesn't look like we'll have budget after all.

Back 32

Where did it go and who owns it? There are a number of places our clients find budget regularly. Let's talk through the organization and see what we can come up with.

Front 33

Now isn't a good time.

Back 33

Totally understand. What are your current initiatives that are taking your time? How can I help?