lg precall planning
This precall planning worksheet is worth 25 points.
Your work is scored at 88% of the points available: 22 points
I have typed feedback in green type.
Looking ahead --
One of the most important areas of information is the table indicating the Needs gap, Features, Benefits and Advantages. When completing the ADAPT worksheets, you’ll Discover the needs gaps. Then, your presentation after ADAPT will use the features, benefits and advantages.
Role-Play Worksheets
Role-playing is an effective tool when learning how to make a sales call.
The direction and outcome of your role-play is heavily determined by your team.
Your team plans a course of action to follow when making a sales call.
Once your team has developed the script, you will then rehearse a sales call that will be completed in class. When rehearsing, each team member should be given a chance to be the customer and salesperson. When not completing one of these roles, please listen to the role play and advise fellow team members on changes that may be needed.
Your In-Class Role Play Scenario
You are completing a sales call with a customer that is not familiar with your company or its products. The customer is expecting you because the appointment was set about two weeks ago.
Your prospecting activity qualified him, or her, as a potential customer with a need for your product or service. You arrive at the customer’s office and may have to wait in an area near the receptionist.
You will use the ADAPT questioning technique to obtain the customer’s interest and desire. This must be completed before presenting the product. Otherwise, you may be presenting information that is not meaningful to the customer.
Objections will be raised during the presentation phase. The LAARC method is used to negotiate buyer resistance when objections are raised. Four common objections are included in the worksheets. When using the LAARC method, you will apply four methods for
Your work is scored at 88% of the points available: 22 points
I have typed feedback in green type.
Looking ahead --
One of the most important areas of information is the table indicating the Needs gap, Features, Benefits and Advantages. When completing the ADAPT worksheets, you’ll Discover the needs gaps. Then, your presentation after ADAPT will use the features, benefits and advantages.
Role-Play Worksheets
Role-playing is an effective tool when learning how to make a sales call.
The direction and outcome of your role-play is heavily determined by your team.
Your team plans a course of action to follow when making a sales call.
Once your team has developed the script, you will then rehearse a sales call that will be completed in class. When rehearsing, each team member should be given a chance to be the customer and salesperson. When not completing one of these roles, please listen to the role play and advise fellow team members on changes that may be needed.
Your In-Class Role Play Scenario
You are completing a sales call with a customer that is not familiar with your company or its products. The customer is expecting you because the appointment was set about two weeks ago.
Your prospecting activity qualified him, or her, as a potential customer with a need for your product or service. You arrive at the customer’s office and may have to wait in an area near the receptionist.
You will use the ADAPT questioning technique to obtain the customer’s interest and desire. This must be completed before presenting the product. Otherwise, you may be presenting information that is not meaningful to the customer.
Objections will be raised during the presentation phase. The LAARC method is used to negotiate buyer resistance when objections are raised. Four common objections are included in the worksheets. When using the LAARC method, you will apply four methods for