State the name of the Competitor. What total score did you give him/her? Describe the overall performance in 2-3 sentences.

The competitor did not introduce themselves by name. I gave the competitor a score of 81. While the competitor did ask questions and, on paper, did many of the right things one should do when in a situation similar to this, my biggest quarrel with the competitor is that he lacked enthusiasm. The competitor seemed completely disinterested in the conversation, which is not a good way to establish a proper working relationship.

What line items (behaviors) do you feel that the competitor could improve? Explain why you think this area needs improvement.

I believe the first thing the competitor should work to improve on is his introduction. The competitors' introduction was incredibly weak, given that he did not state his name at all and did not do much explaining about his company. This needs improvement because it is beneficial to have a proper introduction so that the individual you speak to better understands your company and you as a person.

After watching this role play, describe three (3) things that you learned about a sales call (meeting) that you did not know before. Be specific.

One of the things I learned from this video was the importance of keeping prices in mind. Professionalism is a crucial aspect when making a sale, and if you don't know your prices, you come off as unprepared and unprofessional. The second thing I learned during this video was body language's importance. This is another aspect that reflects one's professionalism. The competitor made a false move when he went to reach into his backpack after asking a question, making him seem uninterested in the situation. The third thing I learned is the importance of researching whom you are selling to. This is so that you can be adequately prepared and ready for whatever questions or concerns may be brought up.

Share two (2) questions you have about sales calls and what salespeople do throughout the sales process? Be specific.

(1)How do you keep a buyer interested in your sales pitch when they are beginning to seem bored and uninterested?

(2) When do you mention pricing? Should it be mentioned by the seller at the start, or should the seller wait until the buyer specifically asks about pricing?

Reply to this discussion. SEE EXAMPLE ON HOW TO REPLY BELOW

EXMAPLE 1

Hello Priscilla!We gave the seller a similar score so I was very eager to read your response, as I do feel that we had a lot of points in common. I completely agree with your answer to question 1; the seller did show interest in the buyer's issues and concerns, which is a very important part of the sales pitch since it allows the seller to further understand the buyer's needs.In terms of question 2, you brought out a point that I found interesting, and it's the fact that the seller did not establish rapport. Although he made sure to make the seller feel comfortable and understood, he did in fact "jump straight into business", which might be seen as abrupt by some. Finally, I also believe that not being able to give a straight answer to the buyer's price question was a big mistake that can affect the feasibility of having any future meetings.

EXAMPLE 2

We scored the seller somewhat similar to each other even though I came in a bit lower at 75 instead of the 82 you scored. I can see your reasoning for the 82 score even though he went through the sales sequence correctly he did in fact lack in building rapport with the buyer and did not do a good job in his introduction. Building rapport with the buyer is very important in the sales process because it establishes that connection that you didn't have in the beginning and it helps with staying relevant to the buyer. Once you lose relevance with the buyer you can almost say goodbye to any deal that you were hoping to work out with them. Also as you talked about his response to rejection, he could definitely improve on that as well, it is very important to try and eliminate any concerns during that initial meeting because that will just hold up the decision that the buyer plans to make, and they may go with someone else in the meantime if the competing salesperson addresses and eliminates their concerns before your next meeting.