Prospect Information (Your Customer) AT amazon A. Company Name: _______________________________Type of Business:________________________________ Address: is this headquarters or a business unit or local division etc.? At this stage you should have identified at least three (3) key buying influencers. Use tools such as ZoomInfo, LinkedIN, to identify possible names. But remember if you can't find the information you may supply it but make a note that you have done so. B. Key-Person Information Name:___________________________ Job Title: ________________________ Role in Purchase Decision: ________________________________________________________________________ Communication Style:____________________________________________________________________________ C. Other people involved in the purchase decision: Name:___________________________ Job Title: ________________________ Role in Purchase Decision: ________________________________________________________________________ Communication Style:____________________________________________________________________________ Name:___________________________ Job Title: ________________________ Role in Purchase Decision: ________________________________________________________________________ Communication Style:____________________________________________________________________________ 2. Customer Value Proposition: (A statement of how the sales offering will add value to the prospect's business by meeting a need or providing an opportunity) This statement will evolve over the course of the sales cycle/buying process as you learn more about this specific customer and or buying influencers criteria to meet their business need). A. Product/Service that delivers value: (here you are describing the key offering/product you will be presenting. This should begin your preparation of listing exactly what elements of your company's products/services you will include in your sales proposal) ________________________________________________________________________________________________________________________________________________________________________________________________________________________ B. Value Proposition Statement: using the template below insert your choice where you see ____________________________________________________________________________________________________________ will realize by purchasing < your product solution> for a < total investment costs>. Beginning , the improvement in will achieve an economic payback in . We have agreed to measure the delivered value by (Shipley Associates,2019) 3. Competition in the Account: (Identify which of your competitors may be active in the account and how well they are positioned. Don't forget it's not always about your offering. Company differences may also factor ie payment terms) Competitor Product Strength Weakness 4. Linking Buying Motives, Benefits, Support Information, & Other Reinforcement Methods. (Information for each of the buying influences you have identified, they must not all be the same) A. Buying Motive What is most important to each person in the buying centre: B. Specific Benefits Match to the buying motive in order of importance. To be used in formal presentation C. Information to support benefits How will you prove your benefits D. Method of Proof Product demo, video, customer testimonial etc. Buyer 1: motive: Buyer 1 -Benefits: Buyer 1: Buyer 1: Buyer 2: motive: Buyer 2 - Benefits: Buyer 2: Buyer 2: Buyer 3: motive: Buyer 3- Benefits: Buyer 3: Buyer 3: 5. Sales Call Objective (is SMART and requires a customer action) ____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ (Here is the context in which to plan your sales dialogue. This is not the first conversation you have had with people from the customer's organization. You have been gathering needed information via phone calls and email with one or more influencers. Your information capture and the questions you develop should reflect that you have key account information already. You've done your homework now go build some credibility by asking great questions to confirm what you know, and get them thinking about the Value Proposition you and your product/service will provide) 6. Begin the Sales Dialogue - (Plans for few minutes of the sales presentation includes: Introduction, Thank you, Agenda agreement: ________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ (Don't forget to ask for agreement on how you will approach the rest of the call) Then Begin ADAPT with an appropriate transition question or statement: (suggestion: plan here for the sales meeting you will have after you submit the MSP Part 2 - Sales Proposal) Assessment: ________________________________________________________________________________________________________________________________________________________________________________________________________________________ Discovery: _______________________________________________________________________________________________________________________________________________________________________________________________________________________ Activation: ________________________________________________________________________________________________________________________________________________________________________________________________________________________ Project: ________________________________________________________________________________________________________________________________________________________________________________________________________________________ Transition to Presentation __________________________________________________________________________________________________________________________________________________________________________________________________ 7. Anticipated Prospect Questions and Objections, with Planned Responses: (at least 1 set of Questions/Objections Responses) ____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ 8. Earn Prospect Commitment (A preliminary plan for how the prospect will be asked for a commitment related to the sales call objective) ________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ 9. Build Value through Follow-Up Action (After close of initial sale, what follow-up action you will take to ensure that the buyer-seller relationship moves in a positive direction) ________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________