Prospect Information

A$.$ Company and key person information

Company Name:

Type of Business:

Prospect's Name: Key Decision Maker:

Job Title:

B$.$ Other influences on the purchase decision: For all key people involved in the buying process, provide names, job titles, departments, and roles in the purchase decision.

Name$($s$)/$Job Title

Departments

Role in Purchase Decision

Add other people as necessary

$2.$ Customer Value Proposition: A brief statement of how you will add value to the prospect's business by meet$-$ ing a need or providing an opportunity. Include a brief description of the product or service:

$3.$ Sales Call Objective $($must require customer action such as making a purchase, supplying critical information, etc

$4.$ Linking Buying Motives, Benefits, Support Information, and Reinforcement Methods: This section should address the buying motives of all persons who will be involved in the upcoming sales call.

A$.$ Buying Motives: What is most important to the prospect$($s$)$ in making a purchase decision?

B$.$ Specific Benefits Matched to Buying Motives: Benefits to be stressed are arranged in priority order $($sequence to be followed unless prospect feedback dur$-$ ing the presentation indicates an alternative sequence$).$ Each benefit should correspond to one or more buying motives.

CInformation needed to sup$-$ port claims for each benefit.

D$.$ Where appropri ate, methods for reinforcing verbal content $($AV$,$ collater al material, illustra tions, testimonials, etc.$).$

Rational motives include economic issues such as quality, cost, service capabilities, and the strategic pri orities of the prospect's company. Emotional motives include fear, status, and ego$-$related feelings. List all relevant buying motives in order of importance.

$1.$

Continue listing all relevant buy$-$ ing motives and information in columns B$,$ C$,$ and D$.$

$5.$ Current Suppliers $($if applicable$)$ and Other Key Competitors.

Competitor

Complete for all key competitors

$6.$ Beginning the Sales Dialogue.

Strengths

Weakness

Plans for the first few minutes of the sales call:

Introduction, thanks, agenda agreement. Then begin ADAPT as appropriate or transition into other sales

dialogue or presentation: