Page 3 - Guide to selling TMS Pro_031618

The first step in understanding the overall benefit of a TMS GUIDE TO SELLING

solution is to understand the requirements of the company
you are selling to. When you understand, address and apply TMS PRO

what is important to the executive level, they see the Due to the many factors involved in the sale of TMS Pro, this guide

positive impact and put their effort and money behind the has been produced to give you the tools to avoid any sales difficulties
Gelnius solution. -allowing for the highest possible conversion rate.

It is up to you to create the vision with the customers.
Show them what change can mean. What is TMS Pro? ................................................................................................................ 3

Understanding the product ............................................................................................. 4

Learn to drive ....................................................................................................................... 5

It’s about who you’re selling to! ..................................................................................... 6
Who are our ‘Door Openers’? .............................................................................................................................6
Who are our ‘Blockers’? .........................................................................................................................................6
What’s the key customer pain point or buying factor? ..........................................7
Pain points/buying factors .................................................................................................................................. 7
Challenges our customers are faced with today ........................................................................................ 8
Why buy from Gelnius? ...................................................................................................................................... 8

Who is the competition and what are their strengths/weaknesses? ................... 9

Enterprise VS. TMS Pro ...................................................................................................11

How much does TMS Pro cost? .................................................................................. 12
How to upsell ...................................................................................................................... 13

What support can you expect? .................................................................................... 13

Frequently asked questions .......................................................................................... 14

Carriers .............................................................................................................................. 15

Technical information ................................................................................................... 17
System releases .....................................................................................................................................................17
Integration ...............................................................................................................................................................18

Report templates ............................................................................................................. 19

GELNIUS TMS PRO - GUIDE TO SELLING - CONFIDENTIAL & PROPRIETARY 2