24 replies
Guys;

I'm creating a sales training program. It's about half done. It consists of about 12 hours of training.

My target market is salespeople, and their managers. These are B-B and B-C salespeople. Not phone salespeople. Not corporate salespeople. Salespeople who are selling to business owners or consumers.

The marketing will be from speaking gigs and by webinar.

Anyway, I'll be selling it for about $1,000.

My question is, should I sell the training course on CDs or on a thumb drive?

If it's CDs, t would be 12 CDs in a box, along with a manual.

I was assuming that I would use CDs. But...is that old technology? Do most people prefer a download, or a Thumb drive?

I'm debating about DVDs, because I can show graphs. But it isn't essential to the training.

Thanks guys.
#cds #download
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  • Profile picture of the author iAmNameLess
    Why don't you give them the option?

    Personally, I think you should do at least 2 of the 3 things you mentioned. I think since it is going to be $1,000 sales for your course, you should offer an instant download and their choice of either a CD/DVD set or thumb drive that will be shipped.
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    • Profile picture of the author ewenmack
      Give it in the format they consume training.

      That's the easy answer of course.

      The hard answer is I don't know who will buy
      and what's their way of consuming.

      Would they be somewhat of a Kennedy crowd?

      Can you think of another trainer who has your buyers
      and use the same format as him.

      Best,
      Doctor E. Vile
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      • Profile picture of the author DABK
        I'd do as Nathan suggested. And give them something else, different on CD's than on the other method, to buy / or maybe for free, to see if there's behavior difference between the ones who want cd's and the ones who want instant download.
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    • Profile picture of the author savidge4
      I think you might want to think this through and take it a step further.

      you have audio files. Where are you going to listen to them?
      • At home
      • At the office
      • in your car
      • while jogging
      You are thinking CD's, Download, or Thumbdrive.

      I think CD's are specifically for those that are thinking they will listen in their car.

      Downloading is far from instant when you are talking 12 disks of audio

      the thumbnail is basically the download without the manual labor.

      What about pre loading a MP3 player? they are really not that expensive, and you are selling this at $1000. It fits all 4 listening scenarios. Even if they have one already, you simply are not going to load 7 Gigs or so on to your Iphone, or Ipod. So you would load one Module, then have to delete that and load the next and delete that and load the next.

      Part of any good sales process is making it easy. Easily connects to your car stereo. Take it running, listen in the office, or at home. Where ever you are my training can be with you.

      here is a model I did a quick search for: Ematic 8GB MP3/Video Player - Walmart.com

      I might even go further than that and maybe look for one that is a touch more and is Bluetooth enabled.


      My end list of options would be the thumbdrive, the download or the pre-loaded mp3 player.

      Hope that Helps!
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      Success is an ACT not an idea
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    • Profile picture of the author AlexTee
      Originally Posted by iAmNameLess View Post

      Why don't you give them the option?

      Personally, I think you should do at least 2 of the 3 things you mentioned. I think since it is going to be $1,000 sales for your course, you should offer an instant download and their choice of either a CD/DVD set or thumb drive that will be shipped.
      I agree with iAmNameLess,

      In addition, smartphones and tablets are practically wearable extensions of the people using them.

      Mobile is now, the future and beyond...

      With the prolific rise in mobile phone and tablet experiences, you would miss a huge opportunity by not providing immediate access as an option

      You would then be able to create a new list based on who "just bought", incorporate email marketing, and sell additional products, updates, etc.

      Smartphones,ipads, tablets(most of them) and mini tablets can't support CDs and thumbdrives.
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  • Profile picture of the author kenmichaels
    Delivered to the door has lower returns and less buyers remorse, as well as a few other benefits.

    For that price, you can easily provide a nice presentation piece

    12 cds plus a manual is ok - however the same items presented properly
    can have a nice shock and awe feel to it. - Perfect for upsells.

    The only reason I mention returns is because of who you're selling to.

    I personally would NOT allow them to download.
    I would send via snail mail and call with a congrats / warm and fuzzy / backend
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    Selling Ain't for Sissies!
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    • Profile picture of the author Oziboomer
      Originally Posted by kenmichaels View Post

      Delivered to the door has lower returns and less buyers remorse, as well as a few other benefits.

      For that price, you can easily provide a nice presentation piece

      12 cds plus a manual is ok - however the same items presented properly
      can have a nice shock and awe feel to it. - Perfect for upsells.

      The only reason I mention returns is because of who you're selling to.

      I personally would NOT allow them to download.
      I would send via snail mail and call with a congrats / warm and fuzzy / backend
      This is my personal experience also.

      I have several classes, courses, training basic and advanced and today the physical copies outsell the online or downloadable content.

      What I do is offer people who buy the physical copies instant download and access to online content so they can get started whilst they wait for the physical product to arrive.

      I've found offering physical content as a bonus to online courses converts better than just offering additional content as a digital product.

      I would definitely make it available in as many platforms as possible and let the consumer decide.

      With providers like Kunaki you can send them the CD's, DVDs and also include the transcripts as pdf's on CD which you can promote as the book or notes that accompany the training.

      It is so easy to create for all platforms that I would encourage you to cover all bases and erase doubts in purchasers minds that they are not getting something valuable.

      People still value something they can hold.
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  • Profile picture of the author Rus Sells
    CD's, higher perception of value and what Ken says.
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    • Profile picture of the author Claude Whitacre
      [DELETED]
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      • Profile picture of the author kenmichaels
        Originally Posted by Claude Whitacre View Post

        Thanks Guys. Some great ideas. I think I got what I wanted.
        I am quite interested in what your final decision is when you make it.
        A mashup of all the ideas might make for a great product / presentation.

        btw; if you decide on snail mail, I have some long term stats on best
        practices. Presentation pieces from standard clam shells to leather bound with
        personalized inlays. Signed for vrs not ... Overnight - 3 day - 10 day delivery.
        As well as some other stuff, like how effective a button up is before delivery
        or at the door. Also if locking access until they fax the "no returns agreement"
        with a signature.
        Signature

        Selling Ain't for Sissies!
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        • Profile picture of the author Claude Whitacre
          Originally Posted by kenmichaels View Post

          I am quite interested in what your final decision is when you make it.
          A mashup of all the ideas might make for a great product / presentation.

          btw; if you decide on snail mail, I have some long term stats on best
          practices. Presentation pieces from standard clam shells to leather bound with
          personalized inlays. Signed for vrs not ... Overnight - 3 day - 10 day delivery.
          As well as some other stuff, like how effective a button up is before delivery
          or at the door. Also if locking access until they fax the "no returns agreement"
          with a signature.
          I think an MP3 Player with the files uploaded. And a set of CDs, and a printed manual.

          if I have a place they can watch the videos online, they will be more likely to refund. A physical set of CDs is harder to refund. But sending the loaded MP3 player, will add value, I think. I'll send several gift books and a "World's Greatest Salesperson" coffee mug.

          This will make it much harder to return. In selling hundreds of advertising kits for $500-$700 each, I've never had a return. But I was selling from the front of the room.

          If I give the MP3 player at the event, they may ask for a refund the next day. But if I mail it with the CDs, it's not going to be returned, because they have to return everything else..and it's a big box. (My last kit weighed 13 pounds shipped)


          If it's sold by webinar, I'm still going to send the CDs. It's just way to easy to refund a download after it's watched.

          And I'd rather miss a sale than give a refund. It's just a personal choice.

          When I sell books on Amazon, after thousands of books sold, about 10% of the Kindle books get a refund...and never a print book. And that's at only three bucks for a Kindle book.

          I love the MP3 player, as part of my presentation. It solves several problems.

          I may offer a download, if I sell a company, so all their salespeople can access it. But for individual sales? No.


          You said you have some stats on different packaging for CDs?
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          One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr
          "Be Kind, For Everyone You Meet Is Fighting A Great Battle" John Watson
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          • Profile picture of the author gjabiz
            I've used an ematic mp3 w/video for a couple of years. I have a course on it on Headlight Cleaning. Ships loaded. 15 videos, 10 Mp3 files and links to pdf files.

            It plugs into my laptop and TV and video is acceptable for training.

            I did send it out and to a few people as a test, to let them record their sales pitch for critique...a back end you might want to consider. Feedback so far, they like the MP3 and video in their pockets, like a pro with them.

            This spring I'm offering one for golfers, with instant lessons built in for example, what if ball is below your feet, what adjustments do you make.

            Sales training might include short reminder video on objections the salesperson has with him to watch while waiting for the customer in waiting room...sort of like a Mini Claude in the pocket. I believe I paid 39 for mine, much cheaper today, and so far no problems.

            gjabiz

            PS Has a Micro Card slot which could hold much more, maybe an upsell or your pdf's. I have the em638vidbl 8gb
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          • Profile picture of the author kenmichaels
            Originally Posted by Claude Whitacre View Post


            You said you have some stats on different packaging for CDs?
            Yup.

            What do you want the info on?

            I have stats on

            Single cd in paper case - jewel case.

            Multi cds in round stack - Plastic clam, leather clam, Binders and assorted
            plastic tool boxes.

            I also have stats on thumb drives - but its dated because it sucked so bad
            I did not try different ways.
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            • Profile picture of the author Claude Whitacre
              Originally Posted by kenmichaels View Post

              Yup.

              What do you want the info on?

              I have stats on

              Single cd in paper case - jewel case.

              Multi cds in round stack - Plastic clam, leather clam, Binders and assorted
              plastic tool boxes.

              I also have stats on thumb drives - but its dated because it sucked so bad
              I did not try different ways.
              Mostly single albums (one CD per case) VS multiple CDs per album.

              When I show the package when speaking, It has to look huge.

              For awhile, I sold 6 Cds and a 300 page manual for $500. The CDs were in a thick binder 9X12. And the manual was separate. I also threw in several loose Cds, and a few books that I bought from a Remainder house.It looked huge on stage, and shown on a Power Point presentation. When they got the materials, it was in the same case. My cost for everything was about $60.

              The advantage of individual CD packaging might be that it's harder to return, and may look like more. The single album costs less, and takes less time to assemble.

              But if you have stats on what sold better, it would help.
              12 Cds may go in a leather binder (6 inch square or however wide they are) with a separate binder for the manual. But I wouldn't send them in paper sleeves, wrapped in a rubber band. It needs to look expensive, because it is.
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              One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr
              "Be Kind, For Everyone You Meet Is Fighting A Great Battle" John Watson
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  • Profile picture of the author Recruitment Nick
    One question - who is your target buyer? I know you mentioned b2b and b2c - but did you mean the salesmen themselves or companies (so owners/trainers) who would use them for inhouse training?

    I ask because I have sat through more b2b courses than I care to remember And the only time we have listened to an audio file was when reviewing recorded live sales calls to review and improve. Actual training materials have always been done live by a trainer or showing a dvd, I can't remember sitting down and listening to a training MP3 ever, and I thinknit might be a tough sell.

    However that is just my experience, which may be different to the norm, and I'm in the uk which i suspect is a very different sales environment
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    • Profile picture of the author Claude Whitacre
      Originally Posted by Recruitment Nick View Post

      One question - who is your target buyer? I know you mentioned b2b and b2c - but did you mean the salesmen themselves or companies (so owners/trainers) who would use them for inhouse training?

      I ask because I have sat through more b2b courses than I care to remember And the only time we have listened to an audio file was when reviewing recorded live sales calls to review and improve. Actual training materials have always been done live by a trainer or showing a dvd, I can't remember sitting down and listening to a training MP3 ever, and I thinknit might be a tough sell.

      However that is just my experience, which may be different to the norm, and I'm in the uk which i suspect is a very different sales environment
      The target market is individual salespeople. Even though I may be speaking to an audience of salespeople working for a single company, or niche, the sale is to the individual.

      I've had a few companies come to me, and when I do..I'll speak to their group..... and I pitch the training seminar to the company......But I'm still selling the training course to the individual salesperson.
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      One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr
      "Be Kind, For Everyone You Meet Is Fighting A Great Battle" John Watson
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  • Profile picture of the author Freebiequeen1999
    Download.

    My new laptop does not even have cd player or ethernet plugs

    I feel cd's will soon be as out of date as vcr tapes JMO
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    • Profile picture of the author Claude Whitacre
      Originally Posted by Freebiequeen1999 View Post

      Download.

      My new laptop does not even have cd player or ethernet plugs

      I feel cd's will soon be as out of date as vcr tapes JMO
      My thought exactly. CDs may be going away in a few years. But as long as they are still in cars, I'll be happy. And I won't be doing this in 5 years. I'm close to retiring.

      And that's the reason for the MP3 player.
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      One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr
      "Be Kind, For Everyone You Meet Is Fighting A Great Battle" John Watson
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  • Profile picture of the author drschool
    CD's are almost to cassette tape status. I haven't used a CD in a few years now (don't even own a CD player). Most people prefer a download because they get instant access to the material and don't have to wait for a CD (or pay for shipping). Also the good thing about just selling digital is its an unlimited supply.
    You could always add the option for people to order the CD, but you should defiantly have the option to download directly upon purchase.
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  • Profile picture of the author izwan
    I prefer thumb drive.
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  • Profile picture of the author longrobnc
    This is a great idea. Trustworthy sales training material from boots on the ground sales people is hard to come by. Hard to tell what really works from some Huckster's BS. I was think of signing my staff up for Cardone University.
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  • Profile picture of the author Leadsupply
    I think you should go for download. Because most of the peoples are like to download videos than buying CD's. I also prefer download. In addition I don't have CD drive on my Netbook.
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  • Profile picture of the author Zengrafix
    How's this course looking? I maybe interested in purchasing myself.
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