Financial Services: Sales Presentation Assignment

You are sales professionals working for a financial services company. You have already given your Pre- Call Report to your direct report (in this case, your instructor); and have been given the go-ahead to meet with your prospect. Assume you are meeting your prospect at their office.

Script

The group must creat a script.

The script must be written such that all members of the group know what they are going to say and it is clear what the instructor is expected to say.

The script should have all the parts that are detailed in the rubric.Please note that the group will be asked to describe the client information as part of the "opening". This is where the group is going to describe who the client is and what their needs are. This is an important section: Pay close attention to it. It is the KYC of the presentation and it shows that the group knows who they are presenting to and it allows the instructor to assess whether the group has connected the client needs to the product being offered.

Opening - KYC information including the needs of the client; Introduction, Opening Statement, Confidence, Smile, Combination of 1-2 Approaches

Needs Analysis - Active Listening and SPIN Approach must be evident in your presentation.

Presentation Content - Presented to meet customer needs, provide description of company and product, price/cost, features and benefits of product and company. Develop your presentation content with social style of your buyer in mind.

Handling Objections - Address at least 3 plausible objections - effectively with proper content and style to your response. Looking for flow between objection and response. In this section, your partner will speak three objections that you provide to them ahead of time. You will respond to each objection as they are spoken.

Obtaining Commitment - Remember, securing a sale often requires multiple visits! Therefore, a hint is to not write "make a sale" as your primary objective! You may think of another plausible objective instead. Use effective method(s) to obtain commitment that meets your sales objective for the meeting.

Conclusion and Next Steps - Effective wrap up and summation of follow up plans and implementation of commitment by seller and buyer.