The purpose of this assignment is to ensure that you have an opportunity to consider the importance
Question:
The purpose of this assignment is to ensure that you have an opportunity to consider the importance of pre-planning the sales call dialogue and to prepare several of the key elements of the sales proposal phase of the major assignment. Please fill out the sheet with the company called "CINTAS" it is a uniform company, thanks!
Sales Dialogue Worksheet
1. Prospect Information (Your Customer)
At this stage you should have identified at least three (3) key buying influencers. Use tools such as ZoomInfo, LinkedIN, to identify possible names.
A. Company Name:_______________________________ Type of Business:________________________________
Address, is this headquarters or a business unit or local division etc.
B. Key-Person Information
Name:___________________________ Job Title: ________________________
Role in Purchase Decision: ________________________________________________________________________
Communication Style:____________________________________________________________________________
C. Other people involved in the purchase decision:
Name:___________________________ Job Title: ________________________
Role in Purchase Decision: ________________________________________________________________________
Communication Style:____________________________________________________________________________
2. Customer Value Proposition:
(A statement of how the sales offering will add value to the prospect's business by meeting a need or providing an opportunity)
A. Product/Service that delivers value: (here you are describing the key offering/product you will be presenting)
B. Value Proposition Statement: ( seeValue Propositions; Shipley Associates Proposal Guide to help your write it).
3. Competition in the Account:
(Identify which of your competitors may be active in the account and how well they are positioned. Don't forget it's not always about your offering. Company differences may also factor ie payment terms)
Competitor | Product | Strength | Weakness |
4. Linking Buying Motives, Benefits, Support Information, & Other Reinforcement Methods.
(Information is repeated for each of the buying influences you have identified they must not all be the same)
A. Buying Motive What is most important to each person in the buying centre: | B. Specific Benefits Match to the buying motive in order of importance. To be used in formal presentation | C. Information to support benefits How will you prove your benefits | D. Method of Proof Product demo, video, customer testimonial etc. |
Buyer 1: Rational motive: Emotional motive: | Buyer 1: Rational Benefits: Emotional Benefits: | Buyer 1: | Buyer 1: |
Buyer 2: Rational motive: Emotional motive: | Buyer 2: Rational Benefits: Emotional Benefits: | Buyer 2: | Buyer 2: |
Buyer 3: Rational motive: Emotional motive: | Buyer 3: Rational Benefits: Emotional Benefits: | Buyer 3: | Buyer 3: |
(Context: You are not at the start of the sales cycle.You are planning here for the face2 face meeting ( a sales call or visit) that you will have with the prospect in Major Selling Project - Part 3 "Making the Sale". This is not the first conversation you have had with people from the customer's organization. You have been gathering needed information via phone calls and email with one or more influencers. So the questions should demonstrate that you have key account information already. You've done your homework now go build some credibility by asking great questions to confirm what you know, and get them thinking about the Value Proposition you and your product/service will provide).....
5. SMART Sales Call Objective (requires a customer action)
6. Begin the Sales Dialogue -
(Plans forfew minutes of the sales presentation includes:Introduction, Thank you, Agenda agreement:
Don't forget to ask for agreement on how you will approach the rest of the call!
Then Begin ADAPTwith an appropriate transition question or statement:
Assessment:
Discovery:
Activation:
Project:
Transition to Presentation
7. Anticipated Prospect Questions and Objections, with Planned Responses:
Questions/Objections Responses
8. Earn Prospect Commitment
A preliminary plan for how the prospect will be asked for a commitment related to the sales call objective:
9. Build Value through Follow-Up Action
Statement of follow-up action needed to ensure that the buyer-seller relationship moves in a positive direction:
Data Modeling and Database Design
ISBN: 978-1285085258
2nd edition
Authors: Narayan S. Umanath, Richard W. Scammel