1. Sales Dialogue It will be a dialogue of 10 minutes This about 4 and a half pages of written dialogue using double spacing, size 11 font with a one inch page margin

Meeting your prospect for the first time using the Consultative Sales Approach; ask questions to discover the need - refer to SPIN in the text book. Needs- Gap Analysis.

an effective sales dialogue that could be used for the video sales presentation.

• Dialogue format - Sales rep and prospect ( You and your prospect )

under the headings so you are sure you have covered everything

• Introduce yourself and your company
• Put the customer/prospect at ease. Make "small talk" to get the customer involved
• Move the conversation to the business at hand.
• Start to ask the customer questions in order to establish the needs - Refer to ppt, and class videos.
• Confirm the needs (You respond to the customer as they state their needs)
• Summarize three customer needs
• State the Bridge
• Present FAB
• Trial Close
• Objections
• Handle objections
• Close the sale