NiceLabel Sales Training:

Sales Discovery ModuleUncovering your customer’s needs using

NiceLabel’s Discovery Template

Blaz Kop

Regional Sales Manager

Blaz.Kop@nicelabel.com

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SPIN Approach to selling – what on earth..?

SPIN – short explanation

Situation

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4 steps to a sales conversation

S P I NNeedImplicationProblem

Introducing the Sales Discovery Form

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Tools to help guide the sales

conversation (on Partner Portal):

• Print Productivity Assessment

• S-P-I-N surveys

Sales Discovery Template for capturing

the answers (on Partner Portal)

LMS Presentation

(on Partner Portal)

to help you propose

the solution

Sales Discovery Form

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Company data

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Company data.

Information about the main drivers for change

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Drivers, previous state

Information about how the customer designs and configures

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Design & configure of all labeling assets:

Templates, data, printing workflows

Information about how the customer stores and manages

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Deploy & Manage

Information about how the customer prints

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Printing

LJUBLJANA

How to use the Sales

Discovery Form in all

stages of the selling

process

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Capture the current situation and the plans for the future

WHAT ARE THE CUSTOMER’S

GOALS?

WHAT ARE THE CURRENT

LABEL FORMATS AND

PRACTICES?

WHAT ARE THE CURRENT

SYSTEMS AND PROCESSES?

Capture the problems and needs

WHAT DOES THE CUSTOMER

NEED TO ACHIEVE?

WHAT ARE THE

CONSEQUENCES OF DOING

NOTHING?

WHAT ARE THE BIG PROBLEMS?

WHAT ISSUES DO THEY CREATE?

WHAT DOES THE CUSTOMER REALLY NEED?

Propose the business case

WHY ACT WITH URGENCY?

WHAT COSTS WILL BE REDUCED?

WHAT QUALITY GAINS WILL BE ACHIEVED?

WHAT PRODUCTIVITY GAINS WILL BE ACHIEVED?

Which NiceLabel products do you talk about, and when?

Label DesignerEasy design with a familiar MS Word interface

Application & Integration BuildersRapidly configure applications and integrations

without coding

Document Management SystemCentrally control access, security, documents, devices, history & reports

Integration SystemIntegrate with your existing business systems

Web Printing SystemDeploy centralized printing applications across the

business

Example of a complete Sales Discovery Form

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ABC AUTO PARTS €100M