| Student Name: _____________________________ ________ Date: ________________ |
| Sales Call Worksheet - FedEx Office |
| ü | Preliminaries |
| Greet prospect – seller's (your) name |
| Greet prospect – seller's company - FedEx Office |
| Establish prospect credentials – prospect's name |
| Establish prospect credentials – prospect's title - Alex Barber/Founder of Global Training Associates |
| Reason for visit |
| Verify amount of time for visit |
| Provide brief overview of FedEx Office background |
| Describe FedEx Office available products and services |
| Ask about timing to make a decision and/or change |
| Establish reason for timing (urgency) |
| SPIN |
| Situation question #1 (to uncover relevant facts about Global Training Associates): |
| Buyer's anticipated answer to Situation #1: |
| Situation question #2 (to uncover relevant facts about Global Training Associates): |
| Buyer's anticipated answer to Situation #2: |
| Situation question #3 (to uncover relevant facts about Global Training Associates): |
| Buyer's anticipated answer to Situation #3: |
| Situation question #4 (to uncover relevant facts about Global Training Associates): |
| Buyer's anticipated answer to Situation #4: |
| Situation question #5 (to uncover relevant facts about Global Training Associates): |
| Buyer's anticipated answer to Situation #5: |
| Problem question #1 (that FedEx Office could solve): |
| Buyer's anticipated answer to Problem #1: |
| Problem question #2 (that FedEx Office could solve): |
| Buyer's anticipated answer to Problem #2: |
| Problem question #3 (that FedEx Office could solve: |
| Buyer's anticipated answer to Problem #3: |
| Problem question #4 (that FedEx Office could solve): |
| Buyer's anticipated answer to Problem #4: |
| Problem question #5 (that FedEx Office could solve): |
| Buyer's anticipated answer to Problem #5: |
| Implication question #1 (to uncover the future implication that could occur if Problem #1 is not solved): |
| Buyer's anticipated answer to Implication #1: |
| Implication question #2 (to uncover the future implication that could occur if Problem #2 is not solved): |
| Buyer's anticipated answer to Implication #2: |
| Implication question #3 (to uncover the future implication that could occur if Problem #3 is not solved): |
| Buyer's anticipated answer to Implication #3: |
| Implication question #4 (to uncover the future implication that could occur if Problem #4 is not solved): |
| Buyer's anticipated answer to Implication #4: |
| Implication question #5 (to uncover the future implication that could occur if Problem #5 is not solved): |
| Buyer's anticipated answer to Implication #5: |
| Clearly summarize three identified needs to prospect: (1) (2) (3) |
| Global Training Associates Need #1 (that FedEx Office could solve): |
| Global Training Associates Need #2 (that FedEx Office could solve): |
| Global Training Associates Need #3 (that FedEx Office could solve): |
| Outline FedEx Office solutions relating to identified needs and supporting with FedEx Office features and benefits |
| FedEx Office Solution #1 with features (related to Need #1): |
| Benefit to Global Training Associates and specific beneficiary related to Solution #1: |
| FedEx Office Solution #2 (related to Need #2): |
| Benefit to Global Training Associates and specific beneficiary related to Solution #2: |
| FedEx Office Solution #3 (related to Need #3): |
| Benefit to Global Training Associates and specific beneficiary related to Solution #3: |
| Obtain Commitment |
| Agreement that FedEx Office solutions would solve the problems/needs |
| Invite Global Training Associates's concerns and/or deal with objections |
| Obtain prospect agreement for proposal |
| Set specific date and specific time for next action |
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MKTG3010SalesCallPlanningWorksheet_GlobalTrainingAssociates.xlsx
