MODULE 6: Planning Sales Dialogue and Presentation (Revised)

Flashcard maker : Steven Colyer
Successful Sale Presentation
Think like customer, present information the way customers want to receive it, and measure their success by the customer action taken. (159)
Sales Call
Takes place when the salesperson and buyer or buyers meet in person to discuss business. (160)
Sales Dialogue
Business conversation between buyers and sellers that take place over time as salespeople attempt to initiate, develop, and enhance customer relationship. (160)
Canned Sales Presentations
Canned Sales Presentations
Include scripted sales call, memorized presentations, and automated presentations. (160-161)
Written Sales Proposal
Written Sales Proposal
The proposal is a complete self-contained sales presentation (161-162)
Executive Summary
This summary precedes the full proposal and serves two critical function (162-163)
Needs and Benefits Analysis
This section is typically composed of two primary parts: 1. Situation Analysis 2. The Recommended Solution (163)
Company Description
This section offers an overview and background of the firm, but the emphasis should be on the company’s capability. (163)
Pricing and Sales Agreement
This information is often presented in the form of sales agreement for the buyer to sign off on and complete. (163)
Suggested Action and Timetable
Suggested Action and Timetable
The purpose of this section is to make it as easy as possible for the buyer to make a positive purchase decision. (163)
Sales Dialogue and Presentation
Sales Dialogue and Presentation
This are much more than mere conversation-there are a chance for the sales to person to seek information and/or action from the prospect and to explore the business. (165)
Prospect Information
Prospect Information
This section is used to record specific information on the prospect such as the company name, key decision makers, name and job title, and the type of business. (170)
Customer Value Proposition
A statement of how sales offering will add value to the prospect’s business by meeting a need or providing an opportunity. (170)
Sales Call Objective
Sales Call Objective
The outcome of a single sales call that is sought by the salesperson. (171)
Linking Buying Motives, Benefits, Support Information, and other Reinforcement Methods
Linking Buying Motives, Benefits, Support Information, and other Reinforcement Methods
The prospect’s buying motives are linked to specific benefits offered. For each benefit identified, the salesperson will also assemble the information needed to support the claims. (172)
Competitive Situation
This section of the planning template asks the salesperson to identify key competitors and to specify their strengths and weaknesses. (172)
Beginning the Sales Dialogue
During this period, salespeople will greet the prospect and introduce themselves, if neccessary. Then both parties are usually eager to get down to business as quickly as possible. (173)
Anticipate Questions and Objections
Anticipate Questions and Objections
Prospects will almost always have questions and objections that salespeople must be prepared to answer. (174)
Earn Prospect Commitment
A critical time to ask for a customers purchase decision. This is an obvious point in the sales conversation, but at other times the salesperson may feel the need to probe to see if the timing is right. (175)
Build Value through Follow-Up Action
The salesperson must always be looking for ways to enhance the relationship and move it in a positive direction. (175)

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