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files (2)E3SellingPracticeExercise.docx
E3CritiqueForm.docx
E3SellingPracticeExercise.docx
Selling Practice Exercise
Below are links to sales role play videos that were captured during The University of Toledo Invitational Sales Competition. These role plays addressed the buyer scenario that you wrote about in a previous exercise.
1. Watch at least 2 of the following sales role play videos. Pick the one that you feel best exemplifies the Conceptual Selling Basics that we have been studying.
2. Complete the attached seller critique form. Be sure to justify why (giving specific examples) you gave the seller the rating you did for each category.
Tips: to maximize your points on this exercise, your critique should include specific examples of what the seller did (said) to exemplify the conceptual selling basics we discussed. For example:
Needs Identification:
Specifically state what questions the seller asked and how these served to uncover relevant fact about the buyer situation (Situation Q's), problems, challenges, goals of the buyer (Problem Q's), what happens when these problems occur (Implication Q's), and the benefits of overcoming these challenges (Need Payoff Q's). Equally important here is to comment on how the questioning process (e.g., sequencing, open/closed probes, etc.) could have been improved by asking questions differently.
Solution Presentation:
Specifically state what the seller said or presented to promote the benefits of the solution (versus just features). Equally important is to comment on whether the solution presentation could have been improved based on the material we covered (text and lecture).
Overcoming Objections:
Specifically state what the seller said/did to effectively address any basic issues that the buyer may have raised. This may have come in the form of buyer objections and/or questions. Equally important is to comment on whether the seller's process could have been improved by following the steps we covered (text and lecture).
Close
Specifically state what the seller said/did to gain commitment to move the sale forward. Equally important is to comment on whether/how the seller could improve in this phase of the sales call.
There is no specific length requirement for your critique. Your evaluation will be based on the comprehensiveness and specificity of your work. The true test would be to ask yourself, "if someone where offering me this feedback, would it help me on my next sales call."
Submit your critique form to the Bb by the due date/time listed in the course schedule.
Semi Finals (Production Manager - Leslie Stefanski )
Michael Winders (J)* https://cobims.utoledo.edu/Mediasite/Play/8ebc088ac245465a81ee1cfdc26388ed1d
Grace Bass (J)*
https://cobims.utoledo.edu/Mediasite/Play/e7712276882642b4ab28cdb83dd5c10a1d
Alyssa Varghese* (J)
https://cobims.utoledo.edu/Mediasite/Play/4cfff1044f6f4faf9731e8680161d97b1d
Alexandra Drakulich (J)* https://cobims.utoledo.edu/Mediasite/Play/84a18c19b23444fe940e898aba12e7c91d
Claire MacKay (J)*
https://cobims.utoledo.edu/Mediasite/Play/cb066d4f3cb94cf4a86df19f8c915ce31d
Claire Toomb (J)*
https://cobims.utoledo.edu/Mediasite/Play/84c65e36572d404cb4adf95be824d9ba1d
Zachary Levy (J)*
https://cobims.utoledo.edu/Mediasite/Play/fd6b933bcb5e4c1394981d751ae22b411d
Jack Harris (F/S)*
https://cobims.utoledo.edu/Mediasite/Play/091b3836558f484bbc8d0fe8a9b15d3d1d
Megan Hannah (F/S)* https://cobims.utoledo.edu/Mediasite/Play/86db88bce5d24224881c96d9263ed2311d
Jacob Kapusansky (F/S)* https://cobims.utoledo.edu/Mediasite/Play/e56773f9a3ce44429860daef546dbea81d
Chace Miller (F/S)*
https://cobims.utoledo.edu/Mediasite/Play/a460c1ec4992467b9a4ea4f2c1cd10f81d
Annemarie Sherman (F/S)* https://cobims.utoledo.edu/Mediasite/Play/c3e65276267c492b9fd8c8f6546f87491d
* (J) = Junior; (F/S) = Freshman/Sophomore
E3CritiqueForm.docx
Seller Critique Form
Seller Name: ___________________________________
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SALES PROCESS (rate 1-10; 1=worst to 10 = best)
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RATING 1-10 |
YOUR CRITIQUE (provide specific examples from the role play video) |
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OPEN: (OBJECTIVE: Effectively gains attention and builds rapport)
· Uses a professional introduction · Effectively builds rapport · Uses an agenda with a Business Reason · Smoothly transitions to Needs Identification
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NEEDS IDENTIFICATION: (OBJECTIVE: Obtains a clear understanding of buyer’s situation in order to prepare a customized presentation)
· Initial Confirmation Question(s) · Uncovers decision process (decision criteria, people involved, steps, timeframe, etc.) · Effectively determines relevant facts and attitudes about the company, buying team, etc. (Situation) · Effectively uncovers current needs, problems, goals of the buyer – reasons for change (Problem) · Asks effective questions that bring to the buyer’s attention what happens when problems continue (Implication) and gains if problems are overcome (Need-Payoff)
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SOLUTION PRESENTATION: (OBJECTIVE: persuasively matches your product’s benefits to meet needs of the buyer)
· Presents benefits based upon needs of the buyer instead of only features · Delivers a convincing presentation (logical, highlights unique selling points) · Effectively involves the buyer in the presentation
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OVERCOMING OBJECTIONS: (OBJECTIVE: eliminates concerns and addresses questions to the buyer’s satisfaction)
· Initially gains better understanding of objection (i.e., Clarifies objection/concern) · Effectively answers the objection (i.e., Addresses objection/concern) · Confirms that the objection is no longer a concern of the buyer (i.e., Confirms comfort)
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CLOSE: (OBJECTIVE: takes initiative to understand where you stand with the buyer now and in the future and asks to advance the sale in some manner)
· Asks for business or appropriate commitment from the buyer
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