The document provides a template for a standardized sales script with 6 key stages: [1] Mental/Physical Preparation, [2] Introduction, [3] Problem/Needs Identification, [4] Solution Presentation, [5] Objections/Responses, and [6] Close. It outlines the purpose and scope of each stage, including reviewing customer notes, stating the purpose of the call, identifying problems and needs, presenting solutions, addressing objections, and asking for the sale. The template is intended to help new recruits develop consistent and effective sales presentations.
Sales Training PowerPoint Presentation Slides SlideTeam
Improve sales skills using content-ready Sales Training PowerPoint Presentation Slides. Hone sales team knowledge and techniques with sales training PPT presentation templates. Outline an effective sales training plan to educate and enhance sales team knowledge about various products and services. This deck comprises of sales training PowerPoint designs such as training process, training timeline, about the product, product list, product rating, product roadmap, product comparison, product pricing, sales by region, competitor analysis, training evaluation, and more. Execute a complete professional sales training program. Implement innovative sales training techniques using ready-made sales training PPT presentation slideshow. Involve your team with various sales training ideas and aim towards making a sale. Educate your team and develop a professional sales force. Incorporate sales training PPT presentation complete deck to help your sales team learn and intensify their selling technique, skills, and processes. Grab professionally designed sales training PowerPoint presentation deck and improve the sales results. Brilliance is called an adjective, Our Sales Training PowerPoint Presentation Slides exemplify in every way.
Sales Training PowerPoint Presentation Slides SlideTeam
Improve sales skills using content-ready Sales Training PowerPoint Presentation Slides. Hone sales team knowledge and techniques with sales training PPT presentation templates. Outline an effective sales training plan to educate and enhance sales team knowledge about various products and services. This deck comprises of sales training PowerPoint designs such as training process, training timeline, about the product, product list, product rating, product roadmap, product comparison, product pricing, sales by region, competitor analysis, training evaluation, and more. Execute a complete professional sales training program. Implement innovative sales training techniques using ready-made sales training PPT presentation slideshow. Involve your team with various sales training ideas and aim towards making a sale. Educate your team and develop a professional sales force. Incorporate sales training PPT presentation complete deck to help your sales team learn and intensify their selling technique, skills, and processes. Grab professionally designed sales training PowerPoint presentation deck and improve the sales results. Brilliance is called an adjective, Our Sales Training PowerPoint Presentation Slides exemplify in every way.
Sales Training Course using AIDA and SPIN SellingEugene Sugian
This sales training module aims to change how we do sales by changing our mindset in engaging our customers. AIDA and SPIN Selling techniques are also discussed including best practices being employed in modern selling.
The psychology of selling: Why people buy - Chapter 4 of Fundamentals of Selling by Charles M. Futrell. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course
Presentation I have done in a Sloan software class on sales, sales management, and sales strategy. Particularly applicable to companies doing b2b selling.
Sales Methods And Techniques PowerPoint Presentation SlidesSlideTeam
Grab this professionally designed Sales Methods And Techniques PowerPoint Presentation Slides to train your sales team regarding sales methodology, consumer’s buying behaviour, engagement experience, etc. Assess the pain points of the customers, identify market trends and create an ideal customer profile to pitch your products and services. Incorporate content-ready sales methods and techniques PPT presentation templates to show why your company exists and what are the services or products that you offer. This ready-to-use sales playbook complete presentation is perfect to improve sales effectiveness and productivity. This deck comprises of templates such as our customers, ideal customer profile, value proposition, customer journey mapping, buying/sales process, sales tools, and more. These PPT templates are completely customizable. You can edit the slides as per your requirement. Edit color, text, icon and font size if needed. Download sales playbook complete PowerPoint presentation to identify the weaknesses, leverage the strengths, intensify your profit ratio, and prove business value. Judge correctly due to our Sales Methods And Techniques Powerpoint Presentation Slides. Be able to investigate every inner detail.
What is market opportunity analysis?
How to identify unmet and/or under-served customer needs?
How to identify the most attractive customers?
How to assess your competitive advantage?
How to assess your resource needs?
How to assess the market readiness of technology?
How to craft an opportunity story?
How to assess the market opportunity’s attractiveness?
Use these 7 Steps in your Logical Selling Process to establish trust & authority in your market and close more sales. The process is tested and proven; you only need to put it into practice to see real results. See more at our website: http://hdbusinessdevelopment.com
Sales Training Course using AIDA and SPIN SellingEugene Sugian
This sales training module aims to change how we do sales by changing our mindset in engaging our customers. AIDA and SPIN Selling techniques are also discussed including best practices being employed in modern selling.
The psychology of selling: Why people buy - Chapter 4 of Fundamentals of Selling by Charles M. Futrell. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course
Presentation I have done in a Sloan software class on sales, sales management, and sales strategy. Particularly applicable to companies doing b2b selling.
Sales Methods And Techniques PowerPoint Presentation SlidesSlideTeam
Grab this professionally designed Sales Methods And Techniques PowerPoint Presentation Slides to train your sales team regarding sales methodology, consumer’s buying behaviour, engagement experience, etc. Assess the pain points of the customers, identify market trends and create an ideal customer profile to pitch your products and services. Incorporate content-ready sales methods and techniques PPT presentation templates to show why your company exists and what are the services or products that you offer. This ready-to-use sales playbook complete presentation is perfect to improve sales effectiveness and productivity. This deck comprises of templates such as our customers, ideal customer profile, value proposition, customer journey mapping, buying/sales process, sales tools, and more. These PPT templates are completely customizable. You can edit the slides as per your requirement. Edit color, text, icon and font size if needed. Download sales playbook complete PowerPoint presentation to identify the weaknesses, leverage the strengths, intensify your profit ratio, and prove business value. Judge correctly due to our Sales Methods And Techniques Powerpoint Presentation Slides. Be able to investigate every inner detail.
What is market opportunity analysis?
How to identify unmet and/or under-served customer needs?
How to identify the most attractive customers?
How to assess your competitive advantage?
How to assess your resource needs?
How to assess the market readiness of technology?
How to craft an opportunity story?
How to assess the market opportunity’s attractiveness?
Use these 7 Steps in your Logical Selling Process to establish trust & authority in your market and close more sales. The process is tested and proven; you only need to put it into practice to see real results. See more at our website: http://hdbusinessdevelopment.com
MRKT 310 Principles of MarketingWeek 2 Writing AssignmentPart .docxroushhsiu
MRKT 310 Principles of Marketing
Week 2 Writing Assignment
Part 1 - What is Strategic Marketing?
Learning Outcomes
1. Creating Value for Customers: Student can demonstrate an understanding of the concept of value creation.
2. The Role of the Customer in the Company's Strategic Planning. Student can assess the company's commit to serving customer needs as evidenced in a company's mission statement.
3. SWOT analysis: Student can conduct a simple SWOT analysis (Strengths, Weaknesses, Opportunities, and Threats) of a product or service offering and draw inferences from an analysis of the results.
4. Competitive Analysis: Student can conduct a simple competitive analysis based on criteria important to the customers of the product or service.
Directions
· Select your product or service offering from the list in the Writing Assignment Discussion Forum. This list is also in the Syllabus. The same product/service will be used in all of the writing assignments.
TURBO TAX
· Research your product or service offering through the Internet and UMUC’s virtual library (your references will need to be mostly academic sources. See library services if you do not know what an academic source means). Do not limit yourself to searching solely on the product or service name. Look up the industry it is in (Hoovers.com is a good source for this via the UMUC library) and search on that industry as well. Look up the direct competitors. Check industry journals and the trade press. Ask your family, friends, coworkers and others what they think about the product and each of the competitors. You may want to visit a retailer to compare the products on the shelves or visit all of the websites. Keep all your research as you will need it for future writing assignments.
· Prepare your assignment beginning with a title page with your name and the name of your product or service. Then answer each of the following eight questions (four in part 1 and four in part 2) in order and number the beginning of your response to each question. Although you do not need to repeat the question, each section should have a heading. The paper should contain approximately 5+ pages of analysis for the responses to the eight questions.
1. Creating Value for Customers.Consider the customers you believe currently use your product or service and the definition of marketing offered in the course content. As we begin our study of marketing, what are your preliminary thoughts as to how you think the company creates value for its customers based on the concepts in this week's readings.
2. Role of the Customer in the Company's Strategic Plan. The readings indicate that the best marketing begins with the customer and that commitment to the customer begins with including the customer in the company's mission statement. Find your company's mission statement. Repeat it (or attach as an exhibit if it is too long) and comment on its effectiveness in demonstrating the company's commitment to hav ...
Whether you sell to other businesses or to consumers, or whether your product is simple or complex, better qualification skills will reduce your frustration and improve your sales effectiveness. Why? Effective qualification lowers risk. It increases productivity. It enables you to focus your limited time on the opportunities most likely to produce the results you seek.
The Impact of COVID-19 in B2B MarketingDemand Metric
In Q2 2020, we asked marketing leaders at mid-sized B2B companies in the USA abouthow the COVID-19 pandemic has impacted their plans for the year.
Here’s what we found.
In 2018, Return Path and Demand Metric partnered to study the state of email marketing to equip marketers with data and best practices to improve the use of email.
Engagement is the key to getting email into subscriber inboxes. This relationship to deliverability made engagement a logical next candidate for the study. Return Path and Demand Metric partnered again to study engagement and its relationship to email deliverability.
Infographic Vidyard Video Marketing 2018Demand Metric
For far too long, the emphasis on video content marketing has been on production quality; the higher the quality, the more marketing value a video is presumed to have. While quality is certainly an important aspect of video content, producing quality video does not guarantee video content marketing success. Success is very much a function of how well video content and viewing data integrate with the marketing technology stack, and how the sales team leverages the intelligence. In this fifth annual video content marketing report, Demand Metric and Vidyard partnered on research to better understand the use of video for sales and marketing, how performance is being measured, and what impact video is having. This study’s focus is on the use of video in marketing, the maturity indicators such as measuring video content performance, and how video viewing data is integrated with marketing automation platforms (MAP) and customer relationship management (CRM) systems. This report shows what progress, if any, has been made in the fifth year of this study. These study results provide insights and data useful for helping marketers get the highest possible return on their video content investment.
Download the PDF: https://www.demandmetric.com/content/digital-marketing-best-practices-report
It has been said that “All Marketing is Digital Marketing.” And with good reason! In the last decade (or less), the marketing environment has been transformed.
Marketing has moved from an environment in which traditional marketing, brick and mortar storefronts and Digital Marketing options all competed for the time, attention and resources of the marketing department to one in which Digital Marketing reigns supreme – with an occasional nod in the direction of the storefront, or traditional marketing (direct mail, print advertising, etc.)
One of the biggest challenges of Digital Marketing is the speed of which it has taken over the marketing organization, often in an ad hoc, uncoordinated fashion.
Demand Metric’s research has consistently shown that Digital Marketing has a very significant and positive impact on the organizations that are employing it when they do so by following best practices and processes in a coordinated, holistic approach.
In this Best Practices Report on Digital Marketing we will cover the Digital Marketing landscape in five distinct categories - Content Marketing, Social Media Marketing, Mobile Marketing, Video Marketing and Public Relations
Download the PDF: https://www.demandmetric.com/content/content-marketing-solution-study
Our Content Marketing Solution Study presents the insights, landscape and vendors within the content marketing space. Demand Metric defines content marketing as the strategies, processes and software technology that enable marketing departments to automate, measure and improve the performance of marketing strategies, activities and workflows.
These strategies and activities include: Email Marketing, Multi-channel Campaign Management, Inbound/Search Marketing, Landing Pages, Lead Generation, Lead Management, Lead Scoring, Lead Nurturing, Social Marketing, Marketing Resource Management, Event Management, Engagement Marketing and Marketing Analytics.
The three foundation functions of marketing automation systems are – email marketing, campaign management and lead management. While the most advanced and sophisticated marketing automation systems have extending capabilities far beyond this base, these functions are core to a Marketing Automation system.
Download the PDF: https://www.demandmetric.com/content/seo-technology-overview
SEO is no longer just about search.
In fact, SEO, which in its early days focused primarily on keywords
(finding, optimizing, ranking), is now a baseline factor of a broader Internet
Marketing strategy across the Enterprise.
This new SEO-driven market segment that has been called Web
Presence Management (WPM) is based on the reality that keywords no
longer drive search results, but rather optimized content does.
As the SEO market matures, quality measures, such as reputation, trust,
content relevance and author authority, are replacing the old quantity
metrics, such as keyword rankings and link volume.
Advanced SEO solutions now weigh campaign performance metrics
(based on brand building, site traffic and conversion) more heavily than
keyword rankings.
This reality is based on changes in the way customers search, the
increasingly integrated omni-channel marketing environment and,
most notably, changes to Google’s Search Engine Results Page (SERP)
algorithms that favor page content freshness, density and content-rich
media over standard keyword search.
All of this means that Modern Marketing Organizations (MMOs) must
re-evaluate their SEO strategies, processes and campaigns.
In this report we will examine the state of the market, share results from the
SEO Benchmark Study, evaluate the strengths and weaknesses of 15 top
SEO solutions in our vendor landscape to help organizations choose the
best solution for them, highlight the current trends in SEO that will have an
impact on Enterprise SEO initiatives and provide some recommendations
for the way forward as SEO is redefined right before our eyes.
Demand Metric defines Search Engine Optimization Platforms
as those frameworks, tools and technologies that use searchrelated
functionally to secure high visibility and web presence
for brands, products, services and companies through the use
and management of elements, such as keywords, links, content
relevance and social signals tracking.
In its fourth year, this report on video marketing metrics highlights best practices including video hosting to how video viewing integrates with the sales funnel.
Formalizing the Sales Support Function How-To GuideDemand Metric
Executive Summary
At the highest level, the Sales Support function is responsible for ensuring that the Sales & Marketing departments have the tools, resources, and systems they need to achieve current and future sales revenue targets.
Read this brief 2-page guide to learn:
Director of Sales Support Roles & Responsibilities
Action Plan for formalizing the sales support function
Read this report to learn how to assess your current level of effectiveness, and if necessary, hire an experienced Director of Sales Support.Download our Director of Sales Support Job Description to get started!
Demand Metric's How-To Guides are designed to provide practical, on-the-job training and education and provide context for using our premium tools & templates. If there is a topic that you would like to see covered, please contact us at info@demandmetric.com (link sends e-mail) to make a content request.
How to Launch a Mobile App Guide How-To GuideDemand Metric
Executive Summary
A mobile app is a software application designed for smartphones, tablets and other mobile devices that has been built on a mobile operating system such as iOS, Android, Blackberry and Windows.
Mobile apps were originally developed for productivity and information retrieval. Today, over 91% of all U.S. citizens have their mobile device within reach 24/7 (Morgan Stanley). The rising use and accessibility of mobile phones has influenced many companies to enter this growing market with new and innovative use cases.
This How-To Guide discusses the benefits of creating a mobile app, things to consider before building a mobile app and an action plan to help you launch your new app.
Read this brief 5-page guide to understand the following:
Benefits of creating a mobile app
Things to consider
Action plan for launching your mobile app
Demand Metric's How-To Guides are designed to provide practical, on-the-job training and education and provide context for using our premium tools & templates. If there is a topic that you would like to see covered, please contact us at info@demandmetric.com (link sends e-mail) to make a content request.
Getting Started with Agile Marketing How-To GuideDemand Metric
Executive Summary
Agile Marketing is a method for planning and executing a marketing plan borrowed from the world of software development. Instead of long, “waterfall” methods of development that too often result in delayed or out-of date products launching later than planned, the Agile method follows a simple process of build, measure, and learn. Marketers all over the world are adopting this method to the extent that 2013 has been dubbed “the year of Agile Marketing".
This How-To Guide defines why Agile Marketing is important and outlines its key principles and identifies and action plan for getting started.
Read this brief 5-page guide to understand the following:
How to apply agile methods to marketing
Important terminology
How Agile Marketing is currently being used
Demand Metric's How-To Guides are designed to provide practical, on-the-job training and education and provide context for using our premium tools & templates. If there is a topic that you would like to see covered, please contact us at info@demandmetric.com (link sends e-mail) to make a content request.
Entering the European Market Successfully How-To GuideDemand Metric
Executive Summary
Leaving your domestic comfort zone to operate in another country or even continent requires careful planning. Expanding into new geographical markets is very exciting, but also very nerve-wracking. Any firm considering entering into international business transactions must understand that doing business abroad is not a simple task. It is stimulating and potentially profitable in the long-term but requires much preparation and research prior to the first transaction.
Europe is probably the most heterogeneous continent on our globe, making understanding market potential more challenging than in more homogeneous markets. Because of the European Union, it’s tempting to view Europe as a single market. In reality, you must consider each country as a market, because each country has a different mix of history, culture, language and business etiquette.
This How-To Guide will describe the steps required to successfully expand into the European market.
Read this 7-page guide to understand the following:
Understand market potential
Identify product-market comibinations
Identify a local partner
Launch and start selling
Demand Metric's How-To Guides are designed to provide practical, on-the-job training and education and provide context for using our premium tools & templates. If there is a topic that you would like to see covered, please contact us at info@demandmetric.com (link sends e-mail) to make a content request.
Driving SEO with Press Releases How-To GuideDemand Metric
This How To Guide will explain how press releases can boost SEO efforts, how to write press releases for SEO, the pros and cons of doing so and conclude with an action plan on using press releases in your SEO efforts.
For decades, press releases were the basic building blocks of a public relations strategy. A company that wanted press coverage would write and issue a press release. The more skilled the company was at media relations, the better this strategy worked. Press releases still serve this purpose, although a new and important use of press releases has evolved as a tool for Search Engine Optimization (SEO).
For companies whose websites are key to revenue generation, the SEO benefits are the primary motivation for writing and issuing press releases. If releases also produce favorable media coverage, that’s viewed as a bonus. The benefits of this SEO strategy result from the links a press release can produce back to the issuer’s website. These links are known as backlinks. The more external, authentic backlinks a website has pointing to it, the higher it ranks on a Search Engine Results Page (SERP). While this strategy is conceptually simple to grasp, executing it effectively requires some insider knowledge of both media relations and SEO.
Read this brief 8-page guide to understand the following:
How press releases boost SEO
Writing press releases for SEO
The pros and cons of a press release SEO strategy
Using press releases in your SEO efforts
Demand Metric's How-To Guides are designed to provide practical, on-the-job training and education and provide context for using our premium tools & templates. If there is a topic that you would like to see covered, please contact us at info@demandmetric.com to make a content request.
Calculating Customer Lifetime Value How-To GuideDemand Metric
Executive Summary
This How-To Guide details the definition of customer lifetime value (CLV), the advantages of calculating CLV and the standard formula for calculating CLV.
Common sense tells us that the longer a customer is in relationship with a company, the more profitable that customer relationship is. However, many companies put the emphasis on new customer acquisition and not enough effort is made to retain existing customers. This is a mistake, because the financial impact of retaining customers is substantial: companies can increase profits by as much as 100% by retaining just 5% more of their customers. For these reasons, CLV is a crucial metric that most organizations overlook mainly because its definition and purpose are not entirely known. Understanding the monetary value each customer represents to your organization can help you budget correctly for your business needs, strategically plan your marketing initiatives and improve long-term relationships with your customer base.
Read this brief 4-page guide to learn about:
Customer Lifetime Value
The advantages of calculating CLV
The standard formula for calculting CLV
Use the Customer Lifetime Value Calculator to get started!
Demand Metric's How-To Guides are designed to provide practical, on-the-job training and education and provide context for using our premium tools & templates. If there is a topic that you would like to see covered, please contact us at info@demandmetric.com (link sends e-mail) to make a content request.
Lead Scoring: Five Steps to Getting Started How-To GuideDemand Metric
Executive Summary
This How-To Guide will help marketers score leads by showing how to set up a simple lead scoring system and then refine it over time.
Lead scoring applies mathematical formulas to rank potential customers. It is chiefly used to identify prospects that are ready for direct sales contact. Because the calculations are automatic, the scores are consistent, current, and can include more variables than any manual assessment. This saves marketers work, ensures that all qualified leads are sent to sales promptly, and keeps non-qualified leads out of the sales system.
Read this brief 11-page guide to learn about:
The case for lead scoring
Setting up a simple lead scoring system
Refinements to improve results over time
Companies that follow this process will quickly gain immediate benefits from lead scoring and have a solid foundation for future growth.
Demand Metric's How-To Guides are designed to provide practical, on-the-job training and education and provide context for using our premium tools & templates. If there is a topic that you would like to see covered, please contact us at info@demandmetric.com to make a content request.
Executive Summary
Social media are now part of every business and consumer activity, joining telephone, Web, broadcast, and face-to-face interactions as primary communication channels. This means that all marketing, sales, and service organizations should include social media as part of their basic activities. Yet social media are still new enough that many organizations are still struggling to learn how to use them, while others are learning how to use them most effectively.
This How-to-Guide provides an overview of social media applications and emerging best practices for deploying social media at your company.
Read this 9-page guide to learn:
The definition of social customer relationship management (CRM)
The main functions needed for social CRM
The vendor landscape for social CRM
Social CRM best practices
Demand Metric's How-To Guides are designed to provide practical, on-the-job training and education and provide context for using our premium tools & templates. If there is a topic that you would like to see covered, please contact us at info@demandmetric.com (link sends e-mail) to make a content request.
Executive Summary
This How-To Guide will explain the components of a Marketing Resource Management (MRM) system, provide an action plan for deployment, and conclude with a plan for implementation.
Marketing Resource Management (MRM) systems control the administrative processes that support customer-facing marketing programs. This distinguishes MRM from marketing execution systems that store customer databases and deliver marketing messages through email, Web ads, and other channels. MRM may be sold independently or as a component of comprehensive marketing management systems which also provides execution.
MRM functions fall into two primary clusters. The first involves functions related to company-level marketing management, including program planning, scheduling, budgeting, and cost reporting. The other cluster relates to program management, including task lists, purchasing media and materials, and content creation, approvals, storage, and distribution. Some MRM systems specialize in a few of these functions. Others specialize in additional functions such as customizing content for local offices or dealers or in marketing reporting and analysis. Systems may also be tailored to specific industries or companies of a certain size.
Companies buy MRM systems when their marketing programs become too complicated to run in a less systematic fashion. This, along with the systems’ high cost, originally meant that MRM was used almost exclusively by large marketing organizations with hundreds of marketers in multiple offices. More recently, the growth of digital marketing has meant that even small marketing organizations need to manage many different programs and content versions across multiple channels, and to introduce new versions more quickly. This expanded complexity has rarely been accompanied by a corresponding expansion of staff, adding to the pressure for more efficient operations. At the same time, costs have decreased as MRM capabilities were added to integrated marketing suites and as stand-alone MRM products became available as vendor-hosted services (Software as a Service, or SaaS). The result has been increased use of MRM systems among companies of all sizes.
Read this 7-page guide to learn about:
The components of a Marketing Resource Management (MRM) system
An action plan to deploy an MRM system
How to implement an MRM system
Demand Metric's How-To Guides are designed to provide practical, on-the-job training and education and provide context for using our premium tools & templates. If there is a topic that you would like to see covered, please contact us at info@demandmetric.com (link sends e-mail) to make a content request.
https://bit.ly/BabeSideDoll4u Babeside is a company that specializes in creating handcrafted reborn dolls. These dolls are designed to be incredibly lifelike, with realistic skin tones and hair, and they have become increasingly popular among collectors and those who use them for therapeutic purposes. At Babeside, we believe that our reborn dolls can provide comfort and healing to anyone who needs it.
The Healing Power of Babeside's Handcrafted Creations
Our reborn dolls are more than just beautiful pieces of art - they can also help alleviate stress, anxiety, depression, and other mental health conditions. Studies have shown that holding or cuddling a soft object like a stuffed animal or a reborn doll can release oxytocin, which is often referred to as the "love hormone." This hormone helps us feel calm and relaxed, reducing feelings of stress and anxiety.
In addition to their physical benefits, reborn dolls can also offer emotional support. For many people, having something to care for and nurture can bring a sense of purpose and fulfillment. Reborn dolls can also serve as a reminder of happy memories or loved ones who have passed away.
Welcome to the Program Your Destiny course. In this course, we will be learning the technology of personal transformation, neuroassociative conditioning (NAC) as pioneered by Tony Robbins. NAC is used to deprogram negative neuroassociations that are causing approach avoidance and instead reprogram yourself with positive neuroassociations that lead to being approach automatic. In doing so, you change your destiny, moving towards unlocking the hypersocial self within, the true self free from fear and operating from a place of personal power and love.
1. Sales Script Template
Purpose
The purpose of this tool is to facilitate the development of a sales script.
Scope
There are 6 key stages to a sales presentation:
1. Mental/Physical Preparation – getting familiar with the prospect/customer
including reading previous call notes, identifying implicit needs etc.
2. Introduction – opening pleasantries and stating the purpose of the call.
3. Problem/Needs Identification – provide a description of the problem your product/
service can solve, or consultatively asking the client to communicate their challenges,
priorities, and/or key strategic initiatives.
4. Solution Presentation – relating the features and advantages of your solution to the
prospect/customer’s situation to identify potential benefits.
5. Objections/Responses – answering questions and alleviating concerns the
prospect/customer has with moving forward with your solution.
6. Close – asking for the sale and closing the business. Recap next steps.
Use this template to create a standardized sales presentation for new recruits.
2. 1. Mental/Physical Preparation
Review Notes in CRM System
Take 5 minutes to read the previous notes left in your customer relationship management
(CRM) system. Look for any problems or challenges that you can leverage to create new
sales opportunities.
Do a Quick Scan of Corporate Website
Pull up the prospect/customer’s corporate website to find additional information that you
can use to support your sales presentation. Sections like ‘press releases’ or ‘investor
relations’ can provide lots of useful info. Demonstrate your knowledge by asking an
informed question.
Select a Sales Goal
Determine your goal for the discussion; it may be to retain their business, sell an additional
product, upgrade their services etc.
2. Introduction
State the Purpose for your Call
Provide a compelling reason for calling, based on your value proposition.
“Good Afternoon Mr. Customer; this is [insert your name] calling from company ABC.
We provide a service specifically designed to help executives like you save time. I’d like
to steal 3 minutes of your time to demonstrate how we can make you more effective. Do
you have a few minutes now?”
3. Problem/Needs Identification
Outline the problems your product was designed to solve.
3. “Our service was specifically designed to save you time with XYZ problem. Do you find
that you spend a lot of time dealing with this? Could you tell me more about the impact
this problem is having on your organization? What are the opportunities and risks that we
need to consider while crafting a feasible solution?”
4. Solution Presentation
Identify Customer Benefits
Communicate the features and advantages of your solution and relate the
prospect/customer’s needs to explore potential benefits and where value can be
created.
5. Objections/Responses
Determine Concerns & Alleviate
• Either proactively ask what concerns the prospect/customer has with your solution, or
work reactively to answer their questions. Look for buying signals, such as questions
related to the delivery of the product or price.
• Use an Objection/Response tool to quickly soften, confirm, and respond.
6. Close
Ask for the Sale
• Once sufficient momentum has been built to effectively close the sale, ask for the
business and resist the impulse to keep talking until the client has had a chance to
think and respond.
• Examples of closes include:
o Trial Close – “do you see how product can help you?”
4. o Direct Close - “are you ready to move forward?”
o Assumptive Close - “our setup process is very simple…”
o Choice Close – “would you like to start with product A or B?”