a summary and questions 1-3 please

In the chapter as you find out the unten Vry Alex con un different opproaches to moving the sale for ofter och in should come up with concern obiection after the trial close that Aircon negotiation techniques to overcome the concern and then try to close aguinho Soles collhenda should take no more than 5 minutes to provide contrattive feed Nexon how well be used the dating methods PARA REAL DISCUSSION QUESTIONS ALLA AFF REF 1 What made you have before reading this chama ol closing you can How has the cheaper point that "closing should become and communication proces wyers and sellers changed our opinion of doing Why is de sportsfolclo What are some aspects of a pode believe contribute to access in closing cand in selling in general 3 Once a alesanne or more buying signals from a prospect, he or she shoulder happens if the pect doesn't close at that point? Why is this outcome actually lawible ing the docue with the buyer and moving toward closing 4 Why is it important to be able to use different closing methods in different situations 5 Asofiling once said, "Your job as a salesperson is to do 80 percent listening and 20 cm in "Do you agree? Why or why not? 6. Review the list of common closing mistakes in the chapter, Give specific examples of how each allect your success in a sales call 7 What is it about postale follow-up that makes it one of the most important ways to enhanceme customer relationships? What specific things can you do in follow-up to accomplish this? 8. Consider the statement Customer complaints are customer opportunities--but only if we know about them "Do you agree or disagree? Why? 9. How do CRM and the use of databases in selling enhance closing and follow-up? MINI-CASE 9 ST. PAUL COPY MACHINES Paula Phillips arrived back at her office at St. Paul Copy Machines around 4:00 an Tuesday afternoon, As she sat behind her desk looking dejected, her sales manager, Jeff Baker, showed up to a bor. The afternoon's sales call had gone. Paula had been scheduled to meet ot 2:00p.m. with a few representatives from Direct Meine to finalize their purchase of a high speed, multifunction copy machine Direct Mailers uses the end machines to copy direct mail pieces it sends out for a wide array of clients. The pleces ce typically coupons that companies pay to have sent to local residents in an effort to entice customers to vrut the businesses and begin to buy their products or services. Because Direct Mailers clients require high-qual ity reproductions of their coupons, Paula has already made several sales calls on buying center members at Direct Mollers to get to know their operations and their specific requirements for a copy machine Allom prethe DMS WW Bebe Wednom So in the hopes. Comic REFE seseo a kortere brow the langs hodnotenie HL Pawa SUL Dret Malers today MULA lates Why don't happened and we tate the sales A Welding muth me kotwy we made a scle of month of the the best online going on . Nevertheless, I made my presentation and it seemed to become out What kind of questions did they wil PULA The standard question about woment when the copine could be montes purchase price, awal operating cost and how much more produttive they can be cu machine verus what they currently own. I honded all of these questions and were reluctant to make a decision today What closing technique did you me? PULA The one I always use the balance sheet method. This method has worked for me pent and I've used to dozens of buyers. Not all of them buy from me, of course, tha hey you cont have success all of the time.com you? Plus I get enough bees that I make me quou must year. I mean, what else can 100 How many item did you end up with on both sides of the balance sheet MULA on the reasons for buying" uide Thadakiterms and on the meaning question de 1 hod shree tems know that sounds like quite a few remaining question, but at least the reason for buying were greates. They were going along with the proposal pretty wet of the po in the presentation. In fact, I'm pretty sure that they had decided to purchase the copies had gotten to the point where we were standing around chitchatting about variou things What kinds of things? PALLA: You know, things like how much their business could improve with a new copie and how much more efficient they could be from an operational standpoint. You know the feeling and the look of how people relax when they have made a decision. We had reached that point and I thought it was done. I waited about 15 more minutes to pull out the contract for them to sign because they seemed to be having a good time tolking about these oues among themselves What do you suppose made them change their mind? PALLA: In the conversation, someone mentioned all of the money they had just spent on supplies to operate their current machine-copy tones and stuff like that. Before I knew they had decided that too much money had been sunk into those supplies and they couldn't justify a new copier. Having spent money on supplies for the current machine wasn't even on the balance sheet list of remaining questions." It just come out of the blue and then I was stuck. JEFF It's obvious that you're tired. Why don't you use the rest of today to finish your paperwork and make sure you have everything you need to see your clients tomorrow. We'll talk about this some more when you get into the office tomorrow afternoon. ingenuncianya hiver INES Ac psala firished het paperwork and checked het schedule for Wednesday, Jelf pondered what the Creation would include the next day. 230 ELEMENTS OF THE CONTEMPORARY Questions 1. What mistake(s) common closing mistakes did Paula make in her sales call with the re tives from Direct Mailers Inc.? 2. Why do you think Paula's closing method did not work? What could she have done to give it a better chance to work? What other closing methods might have worked bele attempt to get this sale? Write a brief script for what Paulo could have said using one of the dog methods you just identified. 3. What do you recommend Paulo do now? Are there any key follow-up activities she should unser: take to get another opportunity to make this sale with Direct Mailers? ELEMENTS OF THE CONTEMPORE SLIME Questions 1. What mistakes) common closing mistakes did Foula mole in her sales coll With tives from Direct Mailers Inc 2. Why do you think Paula's dosing method did not work? What could she have et to give it a better chance to work? What other cloning methods might have worked butter attempt to get this sole? Write a brief script for what Paulo could have said using one methods you just identified 3. What do you recommend Pauta do now? Are there any key follow-up activities she should unde take to get another opportunity to make this sale with Direct Mailers? In the chapter as you find out the unten Vry Alex con un different opproaches to moving the sale for ofter och in should come up with concern obiection after the trial close that Aircon negotiation techniques to overcome the concern and then try to close aguinho Soles collhenda should take no more than 5 minutes to provide contrattive feed Nexon how well be used the dating methods PARA REAL DISCUSSION QUESTIONS ALLA AFF REF 1 What made you have before reading this chama ol closing you can How has the cheaper point that "closing should become and communication proces wyers and sellers changed our opinion of doing Why is de sportsfolclo What are some aspects of a pode believe contribute to access in closing cand in selling in general 3 Once a alesanne or more buying signals from a prospect, he or she shoulder happens if the pect doesn't close at that point? Why is this outcome actually lawible ing the docue with the buyer and moving toward closing 4 Why is it important to be able to use different closing methods in different situations 5 Asofiling once said, "Your job as a salesperson is to do 80 percent listening and 20 cm in "Do you agree? Why or why not? 6. Review the list of common closing mistakes in the chapter, Give specific examples of how each allect your success in a sales call 7 What is it about postale follow-up that makes it one of the most important ways to enhanceme customer relationships? What specific things can you do in follow-up to accomplish this? 8. Consider the statement Customer complaints are customer opportunities--but only if we know about them "Do you agree or disagree? Why? 9. How do CRM and the use of databases in selling enhance closing and follow-up? MINI-CASE 9 ST. PAUL COPY MACHINES Paula Phillips arrived back at her office at St. Paul Copy Machines around 4:00 an Tuesday afternoon, As she sat behind her desk looking dejected, her sales manager, Jeff Baker, showed up to a bor. The afternoon's sales call had gone. Paula had been scheduled to meet ot 2:00p.m. with a few representatives from Direct Meine to finalize their purchase of a high speed, multifunction copy machine Direct Mailers uses the end machines to copy direct mail pieces it sends out for a wide array of clients. The pleces ce typically coupons that companies pay to have sent to local residents in an effort to entice customers to vrut the businesses and begin to buy their products or services. Because Direct Mailers clients require high-qual ity reproductions of their coupons, Paula has already made several sales calls on buying center members at Direct Mollers to get to know their operations and their specific requirements for a copy machine Allom prethe DMS WW Bebe Wednom So in the hopes. Comic REFE seseo a kortere brow the langs hodnotenie HL Pawa SUL Dret Malers today MULA lates Why don't happened and we tate the sales A Welding muth me kotwy we made a scle of month of the the best online going on . Nevertheless, I made my presentation and it seemed to become out What kind of questions did they wil PULA The standard question about woment when the copine could be montes purchase price, awal operating cost and how much more produttive they can be cu machine verus what they currently own. I honded all of these questions and were reluctant to make a decision today What closing technique did you me? PULA The one I always use the balance sheet method. This method has worked for me pent and I've used to dozens of buyers. Not all of them buy from me, of course, tha hey you cont have success all of the time.com you? Plus I get enough bees that I make me quou must year. I mean, what else can 100 How many item did you end up with on both sides of the balance sheet MULA on the reasons for buying" uide Thadakiterms and on the meaning question de 1 hod shree tems know that sounds like quite a few remaining question, but at least the reason for buying were greates. They were going along with the proposal pretty wet of the po in the presentation. In fact, I'm pretty sure that they had decided to purchase the copies had gotten to the point where we were standing around chitchatting about variou things What kinds of things? PALLA: You know, things like how much their business could improve with a new copie and how much more efficient they could be from an operational standpoint. You know the feeling and the look of how people relax when they have made a decision. We had reached that point and I thought it was done. I waited about 15 more minutes to pull out the contract for them to sign because they seemed to be having a good time tolking about these oues among themselves What do you suppose made them change their mind? PALLA: In the conversation, someone mentioned all of the money they had just spent on supplies to operate their current machine-copy tones and stuff like that. Before I knew they had decided that too much money had been sunk into those supplies and they couldn't justify a new copier. Having spent money on supplies for the current machine wasn't even on the balance sheet list of remaining questions." It just come out of the blue and then I was stuck. JEFF It's obvious that you're tired. Why don't you use the rest of today to finish your paperwork and make sure you have everything you need to see your clients tomorrow. We'll talk about this some more when you get into the office tomorrow afternoon. ingenuncianya hiver INES Ac psala firished het paperwork and checked het schedule for Wednesday, Jelf pondered what the Creation would include the next day. 230 ELEMENTS OF THE CONTEMPORARY Questions 1. What mistake(s) common closing mistakes did Paula make in her sales call with the re tives from Direct Mailers Inc.? 2. Why do you think Paula's closing method did not work? What could she have done to give it a better chance to work? What other closing methods might have worked bele attempt to get this sale? Write a brief script for what Paulo could have said using one of the dog methods you just identified. 3. What do you recommend Paulo do now? Are there any key follow-up activities she should unser: take to get another opportunity to make this sale with Direct Mailers? ELEMENTS OF THE CONTEMPORE SLIME Questions 1. What mistakes) common closing mistakes did Foula mole in her sales coll With tives from Direct Mailers Inc 2. Why do you think Paula's dosing method did not work? What could she have et to give it a better chance to work? What other cloning methods might have worked butter attempt to get this sole? Write a brief script for what Paulo could have said using one methods you just identified 3. What do you recommend Pauta do now? Are there any key follow-up activities she should unde take to get another opportunity to make this sale with Direct Mailers