ROLE PLAY APPROACH AND NEEDS

Assignment 2: You are playing both the salesperson and the client in this situation. Read your scenario carefully, and once done please begin to write up a 3 page role play. As mentioned, you are playing both the client and the salesperson so you will need to write up the full script of what will be said.

In this role paly scenario, each of you has been given an appointment to discuss the merits of your product. As the scenarios suggest, your clients do not feel the need for them to acquire a new photocopier at this time.

This role play assignment involves you writing up the script of how you will go about meeting with this client in the hope of securing a second appointment so that you can make a sales presentation.

As the text suggests, your client does NOT presently have a need for what it is you are selling.

How will you go about building rapport with your buyer? What will you say in order to enhance your credibility in order to form a relationship with your buyer?

How will you use the SPIN selling technique in order to uncover key issues your customers are dealing with? What specific questions will you ask?

Once the need is uncovered, what will you say in order to secure the next appointment that you will need to make the presentation?

In doing this assignment: Please ensure you cover the following

What is it you want to teach?

How will you get the customer to think about their lack of need in an entirely different way? (Reframe)

How with the use of Spin selling will you tailor the approach- How will you start off the discussion? How will you get them to see their challenges and the implications of them?

(Warmer, Drowning, emotional impact, a new solution)

Once it has all been reframed, and the customer sees his challenges how will you arrange to get the next appointment needed to present your line of photocopiers?

Items That Will Be Graded: Approach and Uncovering Needs

Professional Approach:

How did they establish rapport?

How did they establish trust and credibility?

Uncovering Needs:

Did they clearly identify what it was they wanted to teach the client?

Did the salesperson use SPIN Correctly and move through the warmer, drowning, and emotional impact stages.?

What need was uncovered and how was it Reframed?

Where they able to secure an appointment for a presentation?

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 2 Document Centre 600

Product Features Benefits

Print Technology Laser superior quality of image

24 hour service support all jobs will be completed on time

2 year full warranty cost savings

Fewer moving and longer

lasting parts more reliable over the long term

Weight -663 lbs. solid construction

Measurements

202 cm x 148 cm x 220 cm more features available

Copy speed

150 pages per minute ideal for large print jobs

Originals

up to 100 originals at a time time savings

Maximum monthly volume

300,000 will perform to high levels of demand

zoom reduction/enlargement

25 400 % in 1% increments complete flexibility in sizing of print

paper trays - 4 allows for multiple paper sizes

Criss-Cross Sorting: produces collated sets that won't jog

together for easy handling or shipping.

Awards and Reviews Editors Choice Award

SCENARIO : Customer

You are the owner of Little Tots Daycare Centre. In the past 2 years your business has grown to the point that you have purchased a large Victorian home for the business and hired 6 additional staff. The centre is very conscientious in providing reports to the parents and records to the local governing bodies. The well-being of the children and the care delivered by your staff is paramount in your mind.	A salesperson from Precision Photocopiers has contacted you to discuss your photocopying needs. even though you expressed no real need or interest at this time you are willing to listen to what he/she has to offer.
As a result of your expansion you have a new office which is decorated with photos of your family and special children who attended your daycare.
Up to this point in time you have sent any photocopy needs to the local print shop and have been very satisfied with their service.

SCENARIO : SALES PERSON

You are calling on Lisa the owner of Little Tots Daycare Centre. While discussing Lisas business you have discovered that In the past 2 years business has grown substantially.

As a result of expansion Lisa has a new office. As you enter this office you notice that it is decorated with photos of her family and many of the special children who attended her daycare.

Lisa has been sending her photocopy needs to the local print shop. She has no complaints regarding their service.

Even though Lisa did not see a need to purchase a photocopier she was willing to meet with you to discuss your models.

Your sales objective for this call is to uncover a need and to get a commitment for a hands on demonstration of Jenny series.