This component of the Sales Project is a meeting between BUYER/SELLER (the Company Sales Representative) and your Customer/BUYER.

Remember. SELLER is selling to a business, so dont choose Rogers, Apple, Google, Samsung, etc.

SELLER is meeting prospect for the first time after booking the meeting over the phone or social media. During this meeting, you will use the Consultative Sales Approach to discuss product/service as the solution for the Customers needs.

• Seller is meeting prospect for the first time using the Consultative Sales Approach; ask questions to discover the need (SPIN in the textbook) and features that are important to the customer (Needs- Gap Analysis).
• Make sure to review FABs Features, Advantages, Benefits.
• Create an effective sales dialogue that could be used for the video sales presentation.
• Dialogue format Sales reps and prospect (two of you and your prospect)

1. ESTABLISHING RAPPORT (10 marks)

1. Put the customer/prospect at ease. Make small talk to get the customer involved
2. Move the conversation to the business at hand.

• Introduce yourself and your company
• Put the Customer at ease by using small talk & Transition to business seamlessly

2. NEEDS DISCOVERY - Use of SPIN Questioning System

Start to ask the customer questions to establish the needs by:

1. Confirm the needs
2. Summarize three customer needs

• Discover Customers current situation
• Confirm problem(s)
• Highlight problem implications
• Transition with need-payoff
• Prospect involvement

3. SALES DEMONSTRATION

Proceed into presentation highlighting your FAB

• Present your product/services features and benefits ()
  • Set #1 FAB
  • Set #2 FAB
  • Set #3 FAB
  • Explain how the Customers needs can be satisfied
  • Use of Sales Aids and Proof Providers

4. TRIAL CLOSES
   • Trial Close #1
   • Trial Close #2

5. OBJECTIONS (20 marks)

The buyer must raise objections/concerns and the seller must handle the objections/concerns

• • Objections (X3) 5/
  • Overcome objections convincingly (X3)

5. • #1 5/
   • #2 5/
   • #3 5/
6. CLOSE

The seller must close the sale

• Close

7. Form

Introduction

Handshake

Name Company name

Business card

Why you are there

Rapport Building

Talk about things you have in common to build rapport(weather commuting, the office you are in etc..make sure it is enough to make the customer feel comfortable with you

Needs Discovery

Make sure you use SPIN with open and closed ended questions

Confirm the needs by showing you understand what they are saying. Show empathy

Bridge..

Present FABP

Go one need at a time.make sure

Use sales aids and do demonstration where possible

Trial Close

Just a questionare they ready to buy??You dont keep talking if they are committedbut in this presentation they are not ready yet

Objections

The customer has 2.One is overt(they tell you)..The other is hidden..they dont tell you..they just say why dont I think about itYou have to ask them directlyI think there is something that you are concerned with about this product ..let me see if I can help you with thatI suggest you choose price, quality, affordability as key areas for Objections

Handle Objections

Treat an Objection like an unmet need.check out the class video to see how I talk about how to do this

Close

There are many different types of CloseI suggest you include two in this presentation

The T account closeLets review..you said you wanted Xand our product can deliver on X, you said you wanted Y and you can see we very effectively take care of Y.etc

And finally an Assumptive Close statementWhy dont I do the paper work on thiswe can get it signed next week and my team can deliver and install by a week Monday(This is a statement that assumes the deal is done)

FORMAT

1. Establishing Rapport

2. Needs discovery

3. Sales demonstration

4. Objections