Suggest a sales dialogue that is based on a trust-based selling process of a Sustainable Eco-bags (B2B
Question:
Suggest a sales dialogue that is based on a trust-based selling process of a Sustainable Eco-bags (B2B Market) to a retail company client (Purchasing that contains the following:
• Introduction - warm greeting to the customer whether it is in person or virtual.
• Rapport building - establishing a connection to the customer beyond small talk.
• General benefit or credibility statement - a short statement that outlines your or your business's experience in dealing with the problem/product/service of the customer.
• Defined purpose of the meeting - clarifying with the customer what it is they are meeting with you about.
• Questioning techniques - the use of different types of questions to understand both the current situation of the client as well as the desired state or needs of the client.
• Presentation of product/service/solution.
• Includes detailed features and benefits that meet the customer's specific needs.
• The use of a sales aid.
• Overcoming two sales resistance objections using the appropriate strategies.
• Some form of commitment from the customer.
• Outline to the customer of next steps and follow-up.
• Call to action that is quantified.
•What elements of the trust-based sales process do you feel you demonstrated well during the role play?
• What elements do you believe you could improve upon?
• What did you learn from using the trust-based selling process?
• Did you find this model a more powerful way of selling? Why?
• What will you take away from this experience that you can apply to the real world.
Money Banking and Financial Markets
ISBN: 978-0078021749
4th edition
Authors: Stephen Cecchetti, Kermit Schoenholtz