Sales Toolkit

Preparing a Sales Dialogue Template

6 Buying Motives: what is most important to the prospect in making a purchase decision Rational motives (3) Emotional motives (3)	Specific Benefits Matched to Buying Motives: Benefits to be stressed are arranged in priority order	Information needed to support claims for each benefit	Where appropriate, methods for reinforcing verbal content (sales aids, visual & Electronic materials, testimonials, supporting claims
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3.	· · · · ·	· · · · ·	· · · · ·
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Customer Value Proposition: Write a brief statement of how you will add value to the prospect’s (individual or business) by meeting a need or providing an opportunity. Explain the primary business reasons that customers would use your offering. Remember: A value proposition tells prospects why they should do business with you rather than your competitors and makes the benefits of your products or services crystal clear from the outset. ________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________