Paper , Order, or Assignment Requirements

The intent of this presentation is to bridge from the last presentation ( The approach), into the actual Demonstration. Assume that you are in the client’s office, have Completed the socializing phase and have just converted from socializing to business]. The phases you are to perform are the need discovery, selection of a solution and the first part of the presentation – the Demonstration. This scenario will be different from presentation #1. Seller: Begin by very briefly introducing your scenario to the class. In this you should indicate what company you are with, and what you are selling. Describe your customer and indicate what you anticipate will be their needs. Indicate also what preparation you have done prior to the call in anticipating the need for a demonstration. Outline what your objectives are (confirm BANCU, present the suitable product/service) NEED DISCOVERY: You are to begin the need discovery phase – use questions to pinpoint your client’s needs. Be sure to ask lots of questions and finish with a summary question to confirm that you have clearly identified your client’s needs. SELECTION: You will then make a mental decision as to what product or service you are going to recommend the following: “Based on what you have told me, I would recommend the following: (Here you show and state what your product is).” NEED SATISFACTION: You will then begin your demonstration using whatever demonstration aids you have with you. [Obviously you will have anticipated and prepared for a demonstration]. It is important to use the FBR technique, for the product, the company and yourself. Establish some clear response questions that indicate the customer is confirming (or not) the benefits you are demonstrating. Show, tell and Involve the customer. Solicit questions from him or her, check for understanding. You are expected to perform a professional demonstration of the product, highlighting its attributes and buyer benefits and to convey strong product knowledge as well as knowledge of competitors and competing products. Attention should be be paid to verbal technique, body language and non-verbal communication. Finish your demonstration by asking if the client has any further questions or needs any additional information. You do not close the sale or deal with objections. However, you should be prepared to answer any questions from your client. BUYER: You should be familiar with the product being sold and have some knowledge of available alternatives to the product. (Make sure you get this from your partner and do a little research yourself to make it challenging for your partner). Each session should run for approximately 5-7 minutes and will be video taped for review first by you and then by your instructor. The presentation span over two classes – see schedule for your date and sequence.