Sales dialogue:

This sales dialogue template is to prepare you for a meeting with your ideal customer.

CONTEXT: Let's assume you have a company that sales POU water dispensers to the end customer (office buildings)

Based on this business type, fill the following metrics:

1. Beginning the Sales Dialogue:

Plans for the first few minutes of the sales presentation:

Introduction, thanks, agenda agreement, rapport building:

ADAPT Questions:

Assessment:

Discovery:

Activation:

Project:

Transition to Presentation:

1. Anticipating Prospect Questions and Objections with Planned Responses:

Questions/Objections	Responses

1. Earning Prospect Commitment:

A preliminary plan for how the prospect will be asked for a commitment related to the sales call objective. Remember to think about the techniques discussed in class.

1. Building Value through Follow-Up Action:

Statement of follow-up action needed to ensure that the buyer-seller relationship moves in a positive direction.