Question 58 (1 point)
When building value in a training program, what is the next step after highlighting how a program can fill the client's needs?
A. Have them select a training package.
B. Paint a picture of how the program will work for them.
C. Perform an objective movement assessment.
D. Answer their additional questions.
E. Have them complete their intake forms.
Question 59 (1 point)
In the five-step sales process, about how much time should be allowed for the solution step?
A. 20 minutes
B. 15 minutes
C. 5 minutes
D. 10 minutes
E. 30 minutes
Answer (2)
After addressing a client’s needs, the next step in a training program is to paint a picture of how the program will work for them (Option B). For the five-step sales process, the suggested time for the solution step is 10 minutes (Option D).
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For Question 58, the process of building value in a training program involves multiple steps. After highlighting how a program can fill the client's needs, the next logical step is to b) Paint a picture of how the program will work for them. This step involves explaining how the training program can specifically address and solve the client's unique challenges. By demonstrating the program's real-world application, clients can visualize how they will benefit personally and professionally, thus solidifying their interest and commitment.
For Question 59, in the five-step sales process, time allocation for the solution step is crucial for effective communication. The correct choice is d) 10 minutes. This duration allows a concise, yet thorough, presentation of how the proposed solution meets the client's needs. It’s long enough to cover essential information but short enough to keep the client engaged. Managing time effectively during this step ensures the client understands the value the solution brings without being overwhelmed.
