Major Selling Project - 12 pages
pehleeone
BackgroundInformation.docx
1. Prospect Information (Your Customer)
A. Company Name: Walmart Type of Business: Retail Industry
Address: Mississauga, Ontario. Corporate address is 1940 Argentia Rd, Mississauga, Canada
B. Key-Person Information
Name: Mr. Horacio Barbeito Job Title: CEO
Role in Purchase Decision: He is giving strategic decisions for all 408 superstores in Canada.
Communication Style: Amiable
C. Other people involved in the purchase decision:
Name: Kieran Shanahan Job Title: Chief Merchandising Officer
Role in Purchase Decision: She is controlling product purchasing process for Walmart Canada.
Communication Style: Analytical
Name: Sam Wankowski Job Title: Chief Operations Officer
Role in Purchase Decision: He is planning operations in Walmart Canada therefore he will decide how to use Heli forklifts.
Communication Style: Driver
2. Customer Value Proposition:
A. Product/Service that delivers value: (here you are describing the key offering/product you will be presenting. This should begin your preparation of listing exactly what elements of your company’s products/services you will include in your sales proposal)
Heli Canada is offering 4 wheels Pneumatic – 18700 to 22,000 IBS model for the retail industry. This product has the highest battery capacity and maximum weightlifting. Its’ battery capacity is 80/1240 – 1550 V/Ah and weightlifting capacity is between 9000 kg to 10000 kg. This product is currently used in the United States, Germany, Indonesia, Russia, Dubai, China, and Japan. It worked a hundred percent efficiently in all different types of regions and weathers around of the world.
B. Value Proposition Statement:
Wallmart will realize %20 reductions downtime by purchasing 4 wheels Pneumatic for a $30,000 per forklift. Beginning March 16, 2021, the improvement in downtime reduction will achieve an economic payback in 12 months. We have agreed to measure the delivered value by:
Supplying Heli forklift to each store in Canada until the end of the year.
Forklift electric consumption and downtime will be measured until the end of year. Walmart can return products if they see any problem with products’ performance.
3. Competition in the Account:
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Competitor |
Product |
Strength |
Weakness |
|
Toyota |
Large Electric Forklift |
Affordable Price Brand Reputation High Market Share Online advertisement Service Quality |
Difficult return process Product range Maintenance cost
|
|
Crown Equipment |
FC Series |
Product Quality Maintenance cost Brand Reputation Customer Service Product Range |
Electric Consumption Delivery Cost
|
4. Linking Buying Motives, Benefits, Support Information, & Other Reinforcement Methods.
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A. Buying Motive What is most important to each person in the buying centre:
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B. Specific Benefits Match to the buying motive in order of importance. To be used in formal presentation
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C. Information to support benefits How will you prove your benefits |
D. Method of Proof Product demo, video, customer testimonial etc. |
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Buyer 1: Mr. Horacio Barbeito Rational Motive: Mr. Barberito is motivated with our product quality and affordable price for forklift industry. Emotional Motive: Our brand reputation makes him trust Heli Canada in business agreement.
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Buyer 1 -Benefits:
Rational Motive: - Product features - Affordable product price compared to average the market price - Product electric consumption
Emotional Motive: -Our product’s previous work performance -Our well-known brand reputation will be the key.
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Buyer 1:
-We will make a presentation about product features and Walmart can call any expert to test our product quality. - We will also show previous work videos to prove our performance. |
Buyer 1:
-Product brochure -Detailed product presentation Product price comparison charts with competitors -Previous work videos |
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Buyer 2: Kieran Shanahan Rational motive: Our discount for 400 forklifts will be the motivation. Emotional motive: We always try to have the best customer support center for customer satisfaction.
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Buyer 2 - Benefits:
Rational Motive: We gave price 26,000$ per unit for 400 forklifts sales agreement.
Emotional motive: We will build customer service department for only Walmart.
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Buyer 2:
In the sales agreement, we will add product price and customer service department structure to gain customer trust. |
Buyer 2:
-Official Documents which shows our price for this sales agreement. -Agreement details -Informative videos about duties of the customer service department
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Buyer 3: Sam Wankowski Rational motive: We will develop a software system for direct contact with customers. This situation will motivate Mr.Wankowski for our product. Emotional Motive: We will strive to achieve our best for customer needs in operation process. This situation will help us build better relationships with buyers.
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Buyer 3- Benefits:
Rational Motive: Software system will allow us to contact directly with drivers. They can reach us 7/24 for any support.
Emotional Motive: Our strategy is putting customer needs as a priority in our business. Our strive is building relationships with the customers which will make them feel their importance for us in business life.
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Buyer 3:
-We will give training to Walmart employees about our software system forklifts. -We will make presentation to management about software program -We will set monthly meetings with store managers to inform technological development in the industry.
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Buyer 3:
-Informative presentation about software system. -Apple store application for software system -Zoom meetings - We will provide user guide handbook for software system usage. |
5. Sales Call Objective (is SMART and requires a customer action)
Heli Canada’s sales objective is making a business agreement for all 408 Walmart superstores in Canada and we want to sell electric forklifts to each store in this agreement. This agreement’s budget will be around 12,240,000$ and we want to sign contract for the maintenance of products until 2026. We want to provide electric forklifts to all superstore until the end of 2021.
6. Begin the Sales Dialogue -
Introduction: Hello good afternoon, we are happy to meet you in this zoom meeting. I hope we can meet each other face to face after the COVID -19 pandemic. I am sales manager in Heli Canada. I would like to continue meeting based on our agenda.
Agenda:
· Informative speech about product details
· Price Details
· Discussion of product efficiency for Walmart
· Agreement Details and questions
Then Begin ADAPT with an appropriate transition question or statement:
Assessment:
How long your company in the forklift industry?
Could you talk about your company’s success in the forklift industry?
Could you introduce your product?
Discovery:
What are price details?
What are the battery and charger costs?
What will be maintenance cost for one year?
Activation:
How will you update these products in years?
How 408 electric forklifts can work technologically developing industry after 2 or 3 years?
Will your ideas for updates be enough for our huge investment?
Project:
Will you have a software program to check maintenance problems and updates for these products?
Can we communicate with you with this software program in case of emergency?
Will you inform us about technology development in the industry during maintenance agreement period?
Transition to Presentation
Can you modify your product with our old equipment?
Can you modify forklifts for Canadian winter?
7. Anticipated Prospect Questions and Objections, with Planned Responses:
Do we have warranty?
This product has a warranty for 2 years, therefore, you can return the product if there is an unsolvable defect problem. We also want to make agreement for maintenance of vehicles for 5 years. Our product has %20 less downtime compared to other products in the industry.
We need to work efficiently during product defect periods therefore what is your plan during these periods?
First, we need to know problems in detail to fix them therefore we do not have an average time in the fixing period. We guarantee you will work efficiently during the fixing period because we will provide our own vehicles during these periods.
8. Earn Prospect Commitment
I would directly try to get commitment at this point:
Mr. Herberito, This agreement requires many preparation processes. As a forklift manufacturer, Heli Canada will totally focus on the production of forklifts and building software system. We can get payment month by month based on produced forklift amount. Can we sign official documents to start production today?
9. Build Value through Follow-Up Action
I believe we clarified everything related to the product and agreement in this meeting. If you have any question, we can set another meeting for additional questions and official documents. We should clarify any confusion in detail therefore I will be waiting for your response for further steps.
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