Role Play Help

SOME ROLE PLAY HELP

BASIC SELLING PRESENTATION
COMPONENTS

APPROACH

PRESENTATION

" PRODUCT-S.E.L.L.

" MARKETING PLAN-S.E.L.L.

" BUSINESS PROPOSITION-S.E.L.L.

Role Play Checklist
The Approach Must Be Upbeat!

I. Make Sure You Have All Materials Before Seeing Prospect.

II. After Being Told "Your Buyer Is Ready To See You:"

A. Immediately Begin To Psych Yourself Up:

1. Say Out Loud Or Think "I'm Ready, Let's Go Help Someone."

2. As You Walk Towards Prospect's Office

a. Begin Your Creative Imagery-Positively Envisioning Everything That Is Going To Happen.

b. Continue To Get Yourself psyched Up--Think Success!

3. Stop Outside Of Prospect's Door

B. Do You Have Everything?

1. If No-Go Get It

2. If Yes-Take Three Deep Breaths
While Thinking Success

a. Knock On Door.

b. Begin Your S-M-I-L-E Because

c. It's Show Time!

C. As You Enter Prospect's Office

1. Continue Your Smile

2. Look'em In The Eyes, Noticing Everything

3. But Especially Prospect's Nonverbals

4. Immediately Begin Positive Rapport Building

a. Repeat What You Had Plan To Say Such As Using The "I'm So Excited" Technique

b. Use Prospect's Name In Your Opening Remarks

c. Let'em Know You're Happy To Be There.

5. Shake Hands Correctly-Continue Eye Contact.

6. This Takes 10 Seconds

7. Remember, You'll Never Get Another Chance To Make A Good First Impression.

a. Be Seated-Place Sales Bag On Floor Or Materials In Your Lap, Not On Desk.

b. Continue To Be Positive!

c. Give Calling Card Either After Shaking Hands Or After Being Seated, But Before Beginning Your Approach.

d. Begin Your Approach Enthusiastically While Projecting Green Signals!

e. You Are Now "On Track!"

f. Have Fun!

ROLE PLAY CHECKLIST
APPROACH, PRESENTATION, CLOSE RELATIONSHIP
I. SPIN© has buyer tell you problem, implication, and wants to solve problem.
II. SELL sequence(s) related your benefits to each problem and gets buyer to say yes or no that a benefit will solve problem.
III. Use SELL sequences for FAB'S of:
A. Product,
B. Marketing plan,
C. Business proposition.
IV. Close by summarizing benefits buyer said would solve problem(s).

Role Play Checklist
SELL Sequence Relationship To SPIN

Industrial Situation
Situation-High Humidity
Problem-Rust Of Present Product
Implication-Cost Of Replacement
Need-Payoff-Do You Want To Solve Problem?

Relate SELL Back To SPIN
"This equipment is made of stainless steel [FEATURE], which means it won't rust [advantage]. The real benefit to you is that it reduces your replacement costs, thus saving you money! [BENEFIT] that's what you're interested in-right? [TRIAL CLOSE]

Role Play Checklist
SELL Sequence Relationship To SPIN

Consumer Situation
Situation-High Humidity
Problem-Rust Of Present Product
Implication-Cost Of Replacement
Need-Payoff-Do You Want To Solve Problem?

Relate SELL Back To SPIN
"This equipment is made of stainless tell [FEATURE], which means it won't rust [ADVANTAGE]. The real benefit to you is that it reduces your replacement costs, thus saving you money! [BENEFIT] that's what you're interested in-right? [TRIAL CLOSE]

Role Play Checklist
SELL Sequence Relationship To SPIN

Consumer Situation
Situation-Few Customers In Summer
Problem-Sales Are Slow During Summer Months
Implication-Profits Down
Need-Payoff-Do You Want To Solve Problem?

Relate SELL Back To SPIN
"We will spend an extra $1 million in the next two months advertising cling free fabric softener [FEATURE]. Plus, you can take advantage of this month's $1.20 per dozen price reduction [FEATURE]. This means you will sell 15 to 20 percent more cling free in the next two months [ADVANTAGE]. The real benefit to you is the higher profits, plus pulling more customers into your store [BENEFITS]. How does that sound? [TRIAL CLOSE]

Role Play Checklist
Have One Or More Objectives
In Presentation
I. Approach-SPIN
II. After 1 to 3 SELL sequences
B. Buyer gives objection to your trial close
1. You respond using objection handling technique, such as:
a. Rephrase
b. Boomerang
c. Feel-felt-found
2. Ask a trail close
3. Buyer indicates you have overcome objection
B. Continue your presentation
III. For each objection use a different objection handling technique

Role Play Checklist
The Correct Use Of A Proof Statement
1. Restatement Of The Benefit
2. A Proof Of The Benefit
3. An Expansion Of The Benefit
4. Trial Close

Situation-Buyer Concerned
Carpet Will Fade
"Mr. Jones, a carpet made of our new XT-15 synthetic fibers will not fade." (Restatement of the benefit.)" A recent study conducted by the home research institute and reported in the Home Digest proves that our fibers hold their colors much better than natural fibers. (A proof of the benefit.) " And since superior's carpets are made with synthetic fibers, you'll never hear any complaints about these carpets fading." (An expansion of the benefit.) What do you think? (TRIAL CLOSE)

HAVE PROOF>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>

Role Play Checklist
Prepare A Multiple-Close Sequence
I. THIS MIGHT BE DIFFICULT FOR YOU BUT STICK WITH IT>>>>>>>>>
II. What to do:
a. Close for the first time
b. Objection arises
c. Handle objection
d. Ask trial close
e. Close again
f. Objection arises
g. Handle objection
h. Ask trial close
i. Close again
j. Etc.
III. Develop and give 5 closes before stopping.
Twelve Keys To A Successful Closing

1. Think success! Be enthusiastic.
2. Plan your sales call.
3. Confirm your prospect's needs in the approach.
4. Give a great presentation.
5. Use trial closes during and after you presentation.
6. Smoke out a prospect's real objections.
7. Overcome real objections.
8. Use a trial close after overcoming each objection.
9. Summarize benefits as related to buyer's needs.
10. Use a trial close to confirm step 9.
11. Ask for the order and then be quiet.
12. Leave the door open. Act as a professional.

CLOSING TECHNIQUES
I. The Alternative Close...
A. Asks a question that:
1. Assumes the customer has a desire to buy,
2. Assumes the customer will buy,
3. Allows the customer a preference.
B. It provides a choice between "something and something" not something and nothing.
C. If the customer says, "I'm not sure" you find out why and go thru SELL sequence.
II. The Assumptive Close
A. "I'll have this shipped to you tomorrow."
III. The Compliment Close
IV. The Summary-of-Benefits Close
A. You can adapt your FAB statements using SELL sequence.
1. Instead of using features and advantages, might use mainly benefits in SELL sequence.
B. Three basic steps:
1. Determine key product benefits that have interested prospect,
2. Summarize benefits using sell sequences,
3. Make you proposal or suggest order.
C. After suggesting order can either:
1. Remain silent and wait for reply or
2. Use assumptive close.
V. The Continuous-Yes Close
A. Asks for a response after each benefit
VI. The Minor-Points Close
VII. The T-Account or Balance-Sheet Close
VIII. The Standing-Room-Only Close
IX. The Probability Close
A. What is probability, out of 100%, we will do Business?
X. The Negotiation Close

The Three Basic Steps
Of The
Summary Close

Step One: Determine the key product benefits that interest the prospect during the presentation,

Step Two: Summarize these benefits,

Step Three: Make a proposal.

Role Play Checklist
The Close
Sequence One

I. You have discussed your:
a. Product FAB's using SELL sequences
b. Marketing plan, incorporating SELL sequence(s)
II. Now discuss suggested order:
A. "Based upon what you have said and the benefits to you--state prospect's name-- here is a suggestion."
b. State suggestion using visual.
III. Now either:
a. Remain silent
b. Use assumptive close

Role Play Checklist
The Close
Sequence Two

I. You have discussed your:
a. Product FAB's using SELL sequence(s)
b. Marketing plan, incorporating SELL sequence(s)
C. Business proposition, incorporating SELL sequence(s).
II So you now know the main benefit(s) prospect says interested in.
III. Summarize these.
IV. Ask trial close to verify.
V. Discuss suggested order.
A. "Based upon what you have said and the benefits to you--state prospect's name--here is a suggestion."
B. State suggestion using visual.
C. Now either:
1. Remain silent
2. Use assumptive close.

Ask For The Order And Be Quiet

You Must Put The Prospect In A Position Of Having To:

1. Make a decision
2. Speak first
3. Respond to the close

If you say anything after the close, you take the pressure off the prospect to make a decision.

LOST A CUSTOMER?
Don't Blame Price, Blame Yourself
I. Customers often say "Your price was too high" when salespeople ask why they bought from a competitor. This is often a "Smoke-screen."
II Customers often feel:
A. We take them for granted.
B. The only time we show interest in them is when we want an order.
C. We spend too much time on prospects.
D. We do a poor job communicating with them.
E. We are interested only in big accounts.
F. We pay less attention to them once sold.
III. Often customers don't leave because of someone else's lower price.
IV. They leave because we do a poor job of taking care of them.
V. Customers will tolerate many things, including less than perfect service.
VI. What they're unable to accept is being neglected.
VII. It's easier to keep a customer than to find a new one.
VIII. Service after the sale pays in the long-run.

Role Play Checklist
If Do Not Sell Prospect

I. Don't give up. As you are collecting your stuff say something like:
A. "Mr./Mrs. Prospect, would you do one thing for your company?"
b. "Look over....." describe material you are leaving.
C. "Please call if you feel (your product) will fill your needs."
Ii. Stand up
Iii. Shake hands--look'em in the eyes and smile
IV. Be positive, enthusiastic! Saying something like:
A. "Thank you very much for your time;" and/or
B. "I really enjoyed visiting with you."
III. In leaving act as a professional
A. Do not take it personally.
B. Remember the prospect lost out, not you.
IV. You leave the door open by:
A. Knowing your product
B. Acting as a professional
C. Being friendly after a "no sale."
VII. If still a prospect, you will be back.

Role Play Checklist
Master Sellers Skillfully Use Name

I. Use your prospect's name several times during your presentation:
A. This is a learned association or positive pairing technique.
B. Use name when discussing a major benefit.
C. Establish a name-benefit association then.
D. Use name at the beginning of your close.
1. Name evokes positive feelings as your beginning the close.
E. Don't overdo use of name.
1. Use 2 or 3 times during presentation.
2. Once in close.
II. Must use name in friendly, natural, conversational manner to be effective.