Role Play: in Pairs (Activity) Develop cold call opening script (record on lab) One Buyer, One Paper Salesperson Call #1: Cold call one of your classmates Get them to agree to a meeting Call #2: Meeting to close paper sale Give 3 objections (examples below or come up with your own) Not a good time to buy, call me next year Currently working with competitor I need Nick to look at this Flip Roles Questions: How would you find customers to sell paper to? Who are those target customers? What would your prospect want to know about you before engaging/agreeing to a meeting? What would the customer journey map look like to buy paper? (See car map next slide) Write your cold call entry script how you would introduce yourself in 3-4 sentences What did your partner say on Call #1 to get you to agree to a meeting? List 5 questions you would want to ask your prospect during a meeting and why those questions? Your partner gave you objections. Record the objections and how did you overcome the objections? Do you feel you handled it well? List your prospective targets requirements, what matters to them? How did your sales call end and what are the next steps? List who your partner was, what was most compelling about their presentation? How would the conversation differ if this was a repeat customer