CRM 400 Chapter 6 In Class Exercise: Planning Sales Dialogue and Presentations

Choose a product/service from the list below.

• You are selling alarm systems to new homeowners

• You are selling vacation packages for a travel agency
• You are selling fitness memberships at a gym
• You are selling man or woman business attire at an upscale clothing store
• You are selling a self-driving car for Tesla
• You are selling visits to a SPA
• You are seeking donations to a local animal shelter
• You are proposing a new coffee machine at work to your boss
• You want to open your new pizza place on Humber Campus, and need the college to approve your application
• You are selling electric bicycles to local bicycle stores
• You are selling beauty products to a hair salon

For the product or service you are selling

1) Choose one customer, identify three potential needs of this specific customer that your product or service could potentially help. Write the needs from the point of view of the customer. Put yourself in their shoes (empathy). Example:

- My customer needs.

- My customer struggles with (insert issue here) and could really use

- My customer needs help with (insert need or problem here)

2) Identify the key features and benefits of your product or service that will satisfy those needs that you identified in question 1. Describe clearly how the features and benefits will help.

3) Write a value proposition statement. One or two sentences maximum that link your benefits to your features to help satisfy the needs of your customer.