Creating And Communicating Value: Bosch Company Security Systems

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1.     Creating and Communicating Value

Meeting your prospect for the first time using the Consultative Sales Approach; ask questions to discover the need – refer to SPIN  in the text book.  Needs- Gap Analysis.

Create an effective sales dialogue. As you write this remember it has to be a 10 minute dialogue:

Do two things ..read it and time it. Is it ten minutes?

Use the list below and create subheads in the dialogue to make sure you have covered each topic in your written script.

• Dialogue format – Sales rep and a prospect ( you and your prospect )
• Introduce yourself and your company
• Put the customer/prospect at ease.  Make “small talk” to get the customer involved
• Move the conversation to the business at hand.
• Start to ask the customer questions in order to establish the needs – Refer to text book, handout and on line research .
• Identify confirm and summarize three customer needs
• State the Bridge
• Present FAB
• Objections
• Handle objections
• Close the sale