Approach/Close Exercise Guidelines
The purpose of this exercise is to practice the approach and multi-close steps in the sales presentation process. This project requires each team to practice the approach and multi-close stages in a role-play environment.
1. Each team must have their completed buyer-seller dialogues (scripts) prepared as follows:
a. Approach – Must select presentation method and approach technique and label the top of you page. See page 312-313 (Exhibit 10.6). Also refer to you SALE 4.
i. Must label type of approach method being used
ii. Must greet and meet
iii. Must determine need of client through the dialogue
b. Close – You are required to have at least two closes and thus need to develop a multiple-closing sequence
i. Each closing sequence must be labeled. (See SALE 7)
1. Your summary-of-benefits close.
2. Your trial close.
3. Your suggested order.
4. Use the assumptive or alternative close.
5. Have the buyer ask a question or give an objection.
6. Respond using another objection handling technique.
7. Ask a trial close to see if you successfully handled the objection.
8. Ask for the order again using an unused closing technique.
9. Don't be pushy. Use a calm, laid-back, friendly conversational style.
10. The close--objection--close--objection sequence can be repeated if appropriate.
ii. You must create an IF YOU DO NOT SELL PROSPECT script
- See Approach-Close Dialogue Example, Minolta Selling Script
c. Each team will be required to present their scripts in the Approach – Close (make sale and not make sale) order, with a short pause between each section.
2. All teams will be comprised of two people; the buyer and the seller.
3. Presentation time limit = 4 minutes maximum; your buyer is a busy person.
4. The team’s grade will be based upon the video presentation the seller selects to be graded for his/her product sales presentation.
5. Be fully prepared for your presentation for your scheduled appointment.
6. You must create and turn in for grading an original typed, double-spaced paper. It will not be returned to you. Please keep a copy. This paper is very important to your grade on this project. The paper should contain:
a. A cover sheet.
b. The "calling card" you create. Using a piece of typing paper, create your card. Make it the size of a business card. It does not need to be professionally done.
c. Sales presentation containing (Approach-Close) buyer and seller dialogue.
d. Major sections of dialogue must have headings, such as Approach, Business Proposition Close, If Does Not Buy. Note: I will look for your use of the stated techniques when grading your presentation.
7. Your paper is due March 28, 2006.
8. Note: The video is for your review and feedback for the final
9. One letter grade will be deducted from the salesperson's presentation grade if an one of the following is done:
a. The paper is not typed;
b. The paper is not written, typed, and presented in a manner of PROFESSIONAL SALESPERSON;
c. You do not have the appearance, mannerism, and attitude adhered to by a professional salesperson;
d. You do not title the selling techniques you will use.
e. Within buyer-seller dialogue, sections of presentation not clearly labeled.
f. Do not have "If Do Not Sell Prospect" in dialogue -- see example.
10. Fifty points will be deducted for each day your paper is late. Fifty points will also be deducted if it is not turned in on time.
11. For this exercise you may refer to your dialogue. However, during the final sales presentation DO NOT READ YOU DIALOGUE - Three letter grades will be deducted from your final presentation grade if you read or follow an outline in any manner.
12. Even though you may select your buyer, he/she will be given instructions as to the basic attitude toward you and your proposition. In general, the attitude will be one of the following: (A). No, will not buy no matter what; must give a minimum of two objections and two closes. (B). Appears not to want to buy but does buy; must give a minimum of two objections and two times to say "will not buy."
13. After your presentation, you and your buyer should quietly leave the lab area.
14. Salespeople, it will take your cooperation to help coordinate these presentations and critiques. I know your fellow classmates will appreciate your help and cooperation in assuring things go quietly and smoothly.
Role-Play Checklist
If Do Not Sell Prospect
· Don’t give up. As you are collecting your stuff, say something like:
o "Mr./Mrs. Prospect, would you do one thing for your company?"
o "Look over . . ." describe material you are leaving.
o "Please call if you feel (your product) will fill your needs."
o “Would it be appropriate if I followed-up in three months?”
· Stand up.
· Shake hands -- look’em in the eyes and smile.
· Be positive, enthusiastic! Say something like:
o "Thank you very much for your time;" and/or
o "I really enjoyed visiting with you."
· In leaving, act as a professional.
o Do not take it personally.
o Remember the prospect lost out, not you.
· You leave the door open by:
o Knowing your product,
o Being friendly after a "no sale."
· If still a prospect, you will be back.