| | | | | Sales Dialogue and Presentation Planning Template |
| | | | | Name: | | | Product/Service: |
| | 1. Prospect Information |
| | A. Company Name : | | | | | | Type of Business: |
| | Key - Person Information |
| | B. Prospect's Name | | | | | | Job Title: |
| | C. Other people involved in the purchase decision: |
| | Name(s) / Job Title | | | | Departments | | | | Role in Purchase Decision |
| | 2. Customer Value Proposition: A brief statement of how you will add value to the prospects' business by meeting a need |
| | or providing an opportunity. Include a brief descriptiono of the product or service. |
| | A. Product/Service that delivers value: |
| | B. Value Proposition Statement: |
| | From Drupal |
| | For {target customers} who want/need { specific problem/compelling reason to buy/adopt}, my product is the |
| | {name the product category in which you play} that provides {key benefits that solve the problems described above}, |
| | unlike {alternatives and/or competitor}, because my product offers/delivers {key differentiaton}. |
| | For ( ) who want/need { }, my |
| | product is the { } that provides { }, |
| | unlike { }, because my product offers { }. |
| | and { ). |
| | 3. Sales Call Objective: (must require customer action): |
| | 4. Linking Buying Motives, Benefits, Supprt Informaton and other Reinforcement Methods. |
| | (Repeat for each influencer who will be involved in the upcoming sales call) |
| | A. Buying Motives: | | | B. Specific Benefit Matched | | | C. Information needed to | | | D. Where appropriate, |
| | What is most important for | | | To Buying Motives: | | | support claims for each | | | what demo methods used: |
| | prospect to make decision? | | | Benefits to be stressed are | | | benefit. (Proofs) | | | (Audio, Visual, Collateral, |
| | Rational motives- economic | | | arranged in priority order. | | | | | | illustrations, testimonials) |
| | issues; quality, cost, service, | | | | | | Research, studies, 3rd party, |
| | and prospect's corp. priorities | | | Each benefit should | | | Demonstrations, |
| | Emotional include: fear, status, | | | correspond to one or more |
| | and ego-related. List motives | | | buying motives |
| | in order of importance |
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| | 5. Current or Anticipated Suppliers) and other Key competitors: |
| | Competitors | | | Product | | | Strengths | | | Weaknesses |
| | 6. Beginning the Sales Dialogue: |
| | | | Plans for the first few minutes of the sales presentation |
| | Introduction, thanks, agenda agreement, then: Begin ADAPT as appropriate |
| | Assessment Questions: |
| | Discovery Questions: |
| | Activation Questions: |
| | Project |
| | Transiton to Presentation |
| | Note: The ADAPT Process may take place over several sales conversations and multiple sales calls. It could be concluded |
| | in one sales call or introductory sales phone call, then followed by an actual sales presentation. |
| | 7. Anticipated Prospect Questions and Objections, with Planned Responses: |
| | | Questions/Objections | | | | | | | Planned Responses/Added Info |
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| | 8. Earn Prospect Commitment - Develop prelim. plan for how prospect will be asked for commitment related to sales objective |
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| | 9. Build Value through Follow -Up Action - Statement of follow-Up so buyer-seller relationship moves in positive direction |
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| | | | | | | | Source: Ingram: Professional Selling, 4th ed., pages 168-170 |
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CopyofIngram_Sales_Dialogue_and_Sales_Presenta.xlsx
