3. The Recognition Process... Creating and Communicating Value - Meeting your prospect for the first time using the Consultative Sales Approach; ask questions to discover the need - refer to SPIN in the text book. Needs - Gap Analysis. Create an effective sales dialogue that could be used for the video sales presentation. . Dialogue format - Sales rep and prospect ( you and your prospect ) You are creating a dialogue that will be about 8-9 minutes. Make sure your dialogue is not short... time it. Your dialogue must contain: . Introduce yourself and your company Put the customer/prospect at ease. Create rapport to get the customer involved Move the conversation to the business at hand. Start to ask the customer questions in order to establish the needs - Refer to text book, videos from your journal and on line research. Identify confirm and summarize three customer needs Present FAB(Features, Advantages, Benefits) use bridge statements to connect the features & advantages to benefits Objections Handle objections . Close the sale In the section of your presentation that deals customer objections and concerns please refer to: 3 Techniques to Answer Concerns ( exhibit 8.8 -pg. 195 as example ) 3 Techniques to Earn Commitment ( technique, how it works, example ) The information here will give you good ideas for your dialogue