Question

You sell application software, and one of the features is a self-paced training module included with every license. This training module allows new users to quickly become familiar and productive with the software without formal course work or face-to-face training. You want to establish how important this potential benefit may be to your prospect, so you would:

a) Ask the prospect how important easy software training is for their team's productivity.
b) Assume that they will appreciate the feature and focus on other benefits.
c) Downplay the training module's significance and emphasize other features.
d) Provide the training module without discussing its importance.

Answer 1

To establish the importance of the self-paced training module, ask the prospect about the importance of easy software training for their team's productivity and tailor your pitch accordingly.

Step-by-step explanation:

To establish how important the self-paced training module is to your prospect, you would ask the prospect how important easy software training is for their team's productivity. This allows you to gauge their interest and prioritize the training module accordingly. By understanding the prospect's needs and priorities, you can tailor your pitch and emphasize the benefits that are most important to them.