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- Presentation script (two-way conversation between you (seller) and the buyer. The presentation must include: (150 points) Approach (Introductory), that recaps what you learned in
- Presentation script (two-way conversation between you (seller) and the buyer. The presentation must include: (150 points)
- Approach (Introductory), that recaps what you learned in the SPIN call
- FAB presentation on product/service, Marketing Plan & Business Proposal using a technique called S.E.L.L. including trial closes (presented in chapters 4 & 11)
- Overcoming a minimum of two objections (using techniques presented in chapter 12)
- Close (chapter 13)
- Follow-up statement about what you plan to do after-sale.
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Management
Authors: Chuck Williams
4th Edition
978-0324316797, 0324316798
