Name: __________________________________
Date: ______________________________
Class Meeting Times: __________________
Sale 4—Page 258. Covers Chapters 8 and 9
To make Sale 4 first select the presentation method you will use with your
buyer. See pages 214-222. Next, write down the name of the approach
technique you will use for this presentation method. See pages 242-251.
Consider using the “customer benefit” approach on page 245.
Presentation method: ____________________________
Approach technique: ____________________________
Now write out what you will actually say in your approach, including what
the buyer should say. Relate your approach to your FABs developed in
SALE 3 so you have a smooth transition into discussing your product.
Seller:
Buyer:
Imagine you have now finished the approach. Write out the buyer-seller
dialogue for the first two SELL Sequences. Refer back to SALE 3.
Create an imagery response by the buyer to each of your trial closes.
SELL 1
Seller:
Buyer:
SELL 2
Seller:
Buyer:
Role-play your approach and SELL Sequences with someone to see if you
are satisfied. If available, use a tape recorder to listen to your speed, voice
inflections, phrases and any unwanted mannerisms, such as frequently
repeating "uh" or "I see."