MeasureMax Facilitator Program     You can attend a 2-3 day MeasureMax Facilitator Program to learn how to conduct a BYO ("Build Your Own") MeasureMax sales and marketing seminar. As a MeasureMax facilitator, you will lead your group in examining and applying their selected "drill-down" areas, incorporating the PowerPoint question and answer presentations, overseeing the group and individual exercises and role-plays, and helping to chose the three industry-specific products and customers used throughout the exercises. You will also set up the reinforcement process that seminar participants will use in their everyday activities. In the MeasureMax Facilitator Program, you receive the following: Full-color Facilitator Guide serves as a review to the Out-Value the Competition program and provides all logistics information needed to conduct a seminar Ten PowerPoint On Your Terms presentation files (introduction and one per workshop). The Facilitator's Guide is synchronized to the seminar's PowerPoint slides by mouse click Word 2000 templates for all the group and individual exercises and role-plays Word 2000 templates for preparation and follow-up letters for seminar participants and their managers Sample Page From The Facilitator's Guide WORKSHOP 3 - ON YOUR TERMS What are the top three typical needs of your customers?   NEEDS Action Item: Read question aloud. Choose people to answer question; once answers start to repeat, summarize them (answers will vary; typical answers: need a specific product or feature, need a specific price or delivery date, need a quote). Remind them to seek clarity on anything not explained adequately. Click 1: Read Slide. Talking Points: Needs to customers are like someone with a house on fire, they know they have a problem. They also are sure -- at least in the short-term -- what they need to fix it. Click mouse for next slide view Food for Thought: If customers have clear-cut needs, how much opportunity do you have to provide measurable value? Unless your products and features satisfy customers' needs exactly (needs-satisfaction selling or "your wish is my command"), it is difficult to provide more value than competitors. Often, you try to "unsell" customers on preconceived solutions that you know do not solve their needs in the most cost-effective or long-term manner. If you do win the "needs-lottery," you still risk ending up with disappointed customers if they guessed wrong on what they thought they needed. They will not blame themselves for picking the wrong solution.       NEEDS Click 2: Read Slide. If your house is on fire, you know that you need a water hose. You also know to call everyone you can think of that can supply water hoses. This is one way customers' needs turn products into commodities. They know the problem, they know the solution, and the only issue is price and delivery. Click 3: Read Slide. You differentiate yourselves from competitors when you sell them on smoke detectors. You help customers achieve their goals of preventing fires, instead of waiting to satisfy their need for water hoses to put them out. Slide Link: Now, let's look at how goals are 180 degrees from needs. Click mouse to show next slide Food for Thought: Do you think you are the first salesperson to question customers about their "pain?" Probably not! Customers can predict exactly where a pain discussion is going. They know you are asking these questions to convince them your products are the pain-killer prescriptions.