Reference no: EM132182448

Need a 10 min presentation script for buyer and seller.

Presentation - THE COMPLETE CALL - Instructor/Self Evaluation

1. SETTING THE STAGE :
Introduced self and partner?
Provided scenario details?
Who & How contacted?
What information gathered in advance?
Goals clearly stated (more than 1)?

2.THE APPROACH
Confident entrance?
Firm handshake?
Eye contact?
Introduced self and company?
Socializing - FORM, Compliment, observation, mutual acquaintance
Conversion to business?

3. NEED DISCOVERY
Used several different types of questions?
Info-gathering, probing, confirmation
Finished with a summary question - identified DBM?
Used active listening - QLO, paraphrasing,
Taking notes, acknowledgements?

4. SELECTION OF PRODUCT
Clear what was being recommended?
Linked to the need discovery?

5. DEMONSTRATION
Focussed on the DBM?
Used actual product?
Used supporting sales aids?
Used FBR?
Set a few HOOKS?
Involved customer?
Checked for understanding?
Checked to see if anything missed?
Trial close?

6. NEGOTIATED RESISTANCE
Pinpointed resistance - Need, Product, Source, Price, Time?

Handled resistance - direct denial, indirect denial, (Feel, Felt, Found), questions, superior benefit, demonstration, trial offer, third party testimony,combination?

Trial close?

7. CLOSE
Closed - Direct, limited choice,
negotiated-the-single-problem, assumption,
summary of benefits?
Confirm the sale?

8. SERVICING and FOLLOW-UP
Try to sell additional products?
Establish how and when follow-up will happen?
Say thank you ?
Ask for a referral?

9. OTHER
Was it professional?
Was it well prepared?
Was it adequately practiced?
Was body language used appropriately?
Were verbal and listening skills used effectively?
Was confidence demonstrated?
Was it long enough?