sales dialog
Business conversations between buyers and sellers that occur as salespeople attempt to initiate, develop, and enhance customer relationships.
canned presentations
included scripted sales calls
that are memorized and automated presentations
written sales proposal
a complete self-contained sales presentation.
accompanied by sales calls before and after the proposal is submitted
organized sales dialog
address individual customer and different selling situations
Executive summary
should include:
- customer needs and proposed solutions
- seller profile
- pricing and sales agreement
- suggested action and time table
Reliability
reflects your (the seller’s) ability to identify creative, dependable, and realistic solutions and strategies and match them to the buyer’s needs and wants.
Assurance
builds the buyer’s trust and confidence in your ability to deliver, implement, produce, and/or provide benefits.
Tangibles
enhance and support the communication of your message and invite readership by its overall appearance, content, and organization.
Empathy
confirms your thorough understanding of the buyer’s business and his or her specific needs and wants.
Responsiveness
developed in a timely manner and demonstrates a willingness to provide solutions for the buyer’s needs and wants and to help measure results.
Customer Value Proposition
A statement of how the sales offering will add value to the prospect’s business by meeting a need or providing an opportunity.
Rational
Typically relate to the economics of the situation, including cost, profitability, quality, services offered, and the total value of the seller’s offering as perceived by the customer.
Emotional
Includes motives such as security, status, and need to be liked; sometimes difficult for salespeople to uncover these motives.
Feature
A quality id characteristic of a product or service that is designed to provide value to a buyer
Benefit
the added value or favorable outcome derived from features of the product or service the seller offers
