Professional sales script

300301130

BUAD- 176

THE SALES SCRIPT PRESENTATION

PROFESSOR- LOUISE WALLACE

PRODUCT NAME= ANTIVIRUS SOFTWARE

COMPANY NAME= AVG ANTIVIRUS SOFTWARE COMPANY

PRODUCT I AM SELLING TO= SAMSUNG LTD.

STEP 1 – INTRODUCTION

WALK INTO THE PROSPECT’s office

Shubham- hey Steve, thank you for giving your precious time. My name is Shubham Sharma and I’m Sales Manager with one of the most famous antivirus software company AVG antivirus.

Steve- pleasure to meet you. Hello, I am Steve and I am product development manager in Samsung ltd. Yeah please have a seat.

Shubham- Well thank you so much.

Step 2 Establish Report.

Shubham- Your Company Samsung Launched a lots of smartphone series. So, how’s it?

Steve- well, it has been a great year up there. We receive lots of good reviews.

Shubham- that’s fabulous! Yeah it seems to have good season for you.

Steve- yeah it is. We really worked hard to satisfy our customers. But get some bad reviews about slow performance of the phone.

Step3 Purpose and initial benefit statement.

Shubham-that’s an excellent news! Well hopefully AVG Software can help you to makes your phone faster. My purpose for today’s meeting is to get you familiar with our antivirus and I have couple of ideas that can help your phone to be a complete package for the buyer.

Steve- Oh Sure! I am looking forward to seeing what you’ve got.

Step 4 – SPIN questions and discovery process

SITUATION QUESTIONS-

Shubham- So How many Smartphone do you generally produced in an accounting year?

Steve- We are global leading smartphones vendor. We produced 1.2 Billion+ smartphones during an accounting year.

Shubham- Samsung phones have many series like galaxy, J-series, Note, etc. so how do you decide that we have to this phone from this series?

Steve- We just compare previous sales projections of each series. Which is in more demand, so we launched that one.

Shubham- How do you decide that phone will be produced from that particular series?

Steve- yeah! Basically it depends on previous sales projection and on current customers demand.

PROBLEM QUESTIONS-

Shubham- Are you satisfied with your current process for making phones?

Steve- yes we are satisfied. We are using best techniques for making our mobile phones.

Shubham- How much effort is required to fix your tools?

Steve- It takes lots of time because we have technical work so it’s not easy to detect where the problem is.

Shubham- how many people required to achieve the necessary results?

Steve- different departments have their different goals which is interlinked with business objectives so we need support from our different departments to achieve necessary results.

IMPLICATION QUESTIONS-

Shubham- what do you do if you misjudged the demand for a particular series phone?

Steve- well I try to make more, if there is more of a demand for a Samsung mobiles.

Shubham- Could the higher return rate of your products give your competitors an advantage in the market place?

Steve- Not really! Because we have some return strategy that generate profit. Our return rate is higher because we understand if customer doesn’t like this product so we have to refund them all the money which can help to earn their trust.

Shubham- When was the last time your phone didn’t do well in a market?

Steve- amm well I didn’t remember but Samsung continuum is the only mobile which gets lots of bad reviews.

NEED PAY OFF QUESTIONS-

Shubham- Do you think solving problem would significantly impact you in positive way?

Steve- oh yes! Solving problem would significantly impact us in a positive manner because if we solve any problem related to our product it will help us to survive in the market and satisfy various customers’ needs.

Shubham- what if I could help you to make your phones performance really faster? Resulting in more profit, less loss of revenue and customers, and an increase in customer satisfaction. Would you be interested?

Steve- yea of course! I would be interested in seeing how an antivirus company can help mw with that!

Shubham- Great! Let’s get some ideas down on paper and see which ones you would like to implement!

PART2- FAB (Feature, Advantage, Benefit)

Shubham- Well AVG Antivirus Software Company generally focus on eliminating different types harmful of viruses from mobile phones.

Shubham-

FEATURES- AVG Antivirus Software are good for any mobile. Anyone can install this antivirus app in their phones. It is inexpensive software. It can cost you from 0.67CA$ to 100CA$. So many people can afford this software. It’s an Android app whose size is around 22.09 MB. AVG antivirus have 6.16.4 version. This app is especially made for Samsung user to improve their phone performance. It have effective antivirus security from various virus.

Advantages- AVG Antivirus is a program which makes your system clean and secure from harmful virus, worms, and attacks through a scanning process. It detects suspicious websites and files that contain malware program before they enter the mobile and block malware tracking software from being download to your system. Its extreme protection and work against online cyber threats.

Benefit- In today’s era antivirus is must for everyone. It is good insurance policy and very good layer of protection against malware, including virus, spyware, and Trojan. It blocks all web pages which support virus scams and personal data phishing attempts. If you have our antivirus it will solve your problem related to slow performance of your phones and your mobile phones can do a lot better in market and you can get some good reviews too regarding your product.

PART-3

Steve- Well I don’t know this is a lot of new technology even for me, what if buyers didn’t know how to use it?

Shubham- (compensation method)

It’s true that this is a very new technology. AVG Antivirus software is the only company that provide this type of new features. It might be risk for you to try it out. But we have a good reputation in the software market. (Provide Evidence) Opswat certified AVG as the Silver category antivirus for the mobile.

Steve- I Guess.

Shubham- (do not interrupt method)-

Relax and think about it.

Steve- I am not able to collaborate with you without testing your antivirus on our phones.

Shubham- (referral method)

Obviously. I understand your situation. If I were in your situation, I do exactly same. You can test our antivirus with your staff and gain personal insight to ease that concern.

Steve- (Price Objection)

I am concern about antivirus price, if we collaborate with you our phone prices will increase because your antivirus cost price is not much lower than others.

Shubham- (establish the value)

This is true. It’s not that much inexpensive but as compared to other it is justified. We have lots of new feature than other antivirus. Which can help you to attract more customers and obviously it generate lots of profit at the end of an accounting year.

Steve- I also have to do a lot of promotional work. You can at least lower down the prices a little bit. It will help us to maintain our budget.

Shubham- (indirect –denial method)

You are right but we are leading antivirus software company. AVG Antivirus Software Company is a well-known company in the market. Personally I don’t think so you have to do promotion.

Steve- I’m not satisfied with this deal. I can also deal with other antivirus software companies.

Shubham- (Boomerang method)

It’s quite interesting you mention that. Because we are well known Company. We earn trust from the beginning. We also have majority of subscribers. We introduce many features in software market. Our control in market is much higher than any other.

PART 4 – SALES CLOSES METHOD

Shubham- (Direct Request Method)

Can I install our trial Antivirus in your phone and come back next week to sign a deal?

(Benefit Summery Method)

As you stated when we first sat down you really needed an antivirus because your mobile phones are working very slow and lagging during a gameplay. You were receiving many bad reviews. As I mentioned our antivirus can solve all these problem and also provide some extra features with that. We are well known and A graded Antivirus software company. Considering these facts would you be willing to carry out this deal?

(Alternative Choice Method)

I know it is always difficult when you are selecting a product to improve yours. Are you interested to do a small trial at first, if you like it then we can collaborate?

(Balance Sheet Method)

There is a lot to consider here. You can take a piece of paper and a pen; we will do the pros of Collaborating with AVG antivirus. Then you can think about cons. If Pros overweigh the cons! Then I can place the order?