Selling echo dot to consumer at target

STUDENT An important part of consultative selling is the use of questions to uncover the cus APPLICATION tomer's needs. You have planned some of your questions in constructing your SELL LEARNING Sequences. SELL Sequences should be contained in your discussion of the product, EXERCISES marketing plan, and business proposition. (SALES) SALE 5 of 7- Every important sales presentation should contain most-if not all of the presenta- Chapter 11 tion mix ingredients shown in Exhibit 11.5 on page 2000. To make SALE 5: 319 1. Construct and write out one SELL Sequence. After your trial close, the buyer AGE questions what you have just said. The buyer sounds as if unsure what you 39 are saying is true. Create a proof statement that shows your claim is true. See pages 28 324-326 SVE EX., ST.6 SELL SEQUENCE: Buyer's skeptical remark: Proof statement: 2. Create one analogy, simile, metaphor, and parable to use in your role-play. See page. 323 Analogy: Simile: Metaphor: Parable: 3. Describe a demonstration you could do of one of your product's benefits. If possible, add dramatization. Remember: simply showing the product is not a demonstration 4. Describe three visual aids you could use in your presentation. Flip charts and notebooks are easy to develop, or you can place your visuals in a folder and pull out one at a time as you discuss it. Visual 1: a Visual 2: Visual 3