ROLE PLAY 1

ROLE PLAY - second appointment with the client

- Features and benefits that would best meet the client needs.

- 5 objections (Time, Source, No-need, Money objection, Product objections)

- How handle each objections (Forestall, Compensation, Indirect Denial, Direct Denial, Boomerang)

- Closing the sale method

Photocopier Overview You are a salesperson employed at Precision Photocopiers, a factory and warehouse operation specializing in digital photocopiers and fax machines. Precision manufactures and services 2 types of photocopiers. You've invested so much in technology, isn't it time to invest in your documents? Digital copiers offer the economy of a high-speed copier with the quality of digital laser technology. With a host of innovative features and accessories, digital copiers provide high quality copies and can even be tied into your network with optional networking kits. Precision prides itself in offering the most cost effective and solid performance low-end model of photocopier Jenny 1-200 as well as the premium 'state of the art high-end award-winning Jenny 2 - 600 model. You are extremely excited about presenting all of the features and benefits of the two models to buyers in industrial and commercial businesses. Product Fact Sheet Product Market All businesses, large and small, that require photocopying of documents. The Product Line Models The Jenny 1- 200 and Jenny 2 - Document Centre 600 are the Number One Digital Copiers in the market today. They raise copying to a new level of quality and productivity. Copies look better with digitally enhanced text, graphics and photo mode. Jenny 1 - 200 The Jenny 1 - 200 is designed to grow with your needs. Optional services can be added on-site. A high capacity feeder expands paper capacity. Its digital technology streamlines the document imaging process, providing greatly enhanced image quality, and maximum reliability. Its modular design allows the Jenny 1 - 200 to grow with your business and its needs. Jenny 2 - Document Centre 600 is a high-powered hub for information travel ---printing, copying, scanning and faxing when you need it, where you need it - including online. It's a workhorse performer that delivers up to 150 ppm, with superior image quality and powerful finishing options. It also features an embedded web-server and its own URL... anywhere in the world, if you can get onto the Web, you have full access to the capabilities of the Jenny 2 Document Centre 600. For print-for-pay and corporate central reprographic departments this is the breakthrough solution that can make your print/copy/scan production more cost- efficient. Jenny 200 Product Features Benefits Digital technology enhanced image quality 24 hour service support worry-free use 1 year full warranty cost savings Modular design ability to upgrade to meet needs Fewer moving parts more reliable Recyclable parts environmentally friendly Size - 101 cm x 74 cm x 110 cm fits into small areas Weight 250 lbs. easy to relocate Copy speed - 30 pages per minute reliable and efficient Throughput all paper weights including envelopes and transparencies flexibility in usage zoom reduction/enlargement 25 - 400%-25% increments ability to change size of document paper trays - 2 can have different sizes at same time ozone emissions <.02 ppm environmentally friendly jenny document centre product features print technology laser hour service support year full warranty fewer moving and longer lasting parts benefits superior quality of image all jobs will be completed on time cost savings more reliable over the long term solid construction available weight lbs. measurements cm x copy speed pages per minute originals up to at a ideal for large perform high levels demand maximum monthly volume zoom reduction in increments paper trays complete flexibility sizing allows multiple sizes criss-cross sorting: produces collated sets that won jog together easy handling or shipping. awards reviews editors choice award option acme printing you are calling owner abc operates hours day every business. process prospecting set an appointment discuss photocopying needs this individual. she did not express any immediate need your however was willing take few minutes meet with you. as enter her office notice laptop computers number reports desk. sales objective call is uncover get commitment demonstration series>