Create a sales call planning template in preparation for a first-time sales call based on the scenario
Question:
Create a sales call planning template in preparation for a first-time sales call based on the scenario given below. Read the scenario and task sections below, and then complete the Sales Prep and Planning Template below FOR F&A Transformational SELLING GARTNER SERVICES.
SALES PREP AND PLANNING TEMPLATE:
Rapport/Trust Building: Briefly, describe how you will use the information you know from the scenario to build rapport and to build trust with the client. Your response should be written word-for-word for how you’ll begin to build rapport and trust.
Identify Issues and Prepare a Response: In the template below, I’ve provided you with 2 issues: one known and one unknown, from the scenario. For each, I’ve walked through the SPIN process and culminate the process with a presentation plan that describes a feature and benefit of the ADP product that addresses the issue.
Now, given what you know about the case, fill out the following template. Identify 3 unknown issues and walk through the SPIN process for each. Each issue should culminate a presentation plan that shows a feature of the product and how it addresses the issue.
Situation Questions | Problem Questions | Implication Questions | Needs-PayoffQuestion | Presentation Plan | |
Known | Feature: Benefit: | ||||
Unknown Fact/Issue Example: | Feature: Benefit: | ||||
Unknown Issue #1: | |||||
Unknown Issue #2: | |||||
Unknown Issue #3: |
Preparing for Objections: In each sales call there are objections. Identify 3 possible objections you might encounter for this case and how you might respond.
Potential Objection | Possible Response |
Close: Briefly, describe how you will close the sales call. Your response should be written as though you are actually closing the call.
SCENARIO:
TASK:
You have an appointment that has taken you months to secure. Hilti’s time is very valuable, and your web conference appointment is only for 20 minutes.
It is not feasible to gather information and close a potentially complex sale like this in only 20 minutes. Therefore, you should gather the information you need, establish trust, convey your expertise, and share potential solutions. Your goal is to obtain a follow-up appointment to present solutions based on Jay Hilti’s’ perceived needs and Gartner for CIO’s capabilities.
Income Tax Fundamentals 2013
ISBN: 9781285586618
31st Edition
Authors: Gerald E. Whittenburg, Martha Altus Buller, Steven L Gill