Business Nutrition Topic Descriptions

Product Knowledge

Major learning points: This module reviews and, if necessary, revisits the features and benefits of product line offerings via group exercise. Vince DiCecco does not provide product knowledge training, per se, but facilitates the dialogue between the business and its sales team to assure the right product or service is prescribed or recommended given the customer's strongest unmet need and the resulting benefit is fully explained to and understood by the client.
Module duration time: As needed
Deliverables: Review and suggested rewrite / modification of product information sheets, marketing brochures and/or case studies.

Knowledge of the Customer

Major learning points: By conducting thought-provoking, highly interactive exercises, this module covers the means and methodology of uncovering key client information. Topics include 'Probing with a Purpose', 'POWER listening', and the Mackay 66-Question Profile as a sales tool.
Module duration time: 1-4 hours
Deliverables: The Bicycle-Built-for-Two Sales Mentality model, the POWER Listening Checklist and Self-Evaluation tool and the Mackay 66-Question Profile template.

Mapping the Sales Process

Major learning points: This module includes an indepth discussion and experience-based exercise for identifying the appropriate steps the sales team should follow to streamline and, if possible, shorten the sales cycle. The importance of each step, the most effective sequence, the present-day proficiency and any in-house subject matter experts are identified.
Module duration time: 3 hours - 2 days
Deliverables: Your unique sales process fully mapped.