Beats by Dre Headphones Drew Walters Preapproach Item Company or Organization background/ history Company policies Returns/refunds Service provided Product composition What is the product made out of – relative quality Description for Product • Monster- Beats By Dr. Dre • Noel Lee started Monster out of his garage 30 years ago and now his son Kevin Lee is the current owner • One year limited warranty • Free Shipping • Ships within 24 hours of order Constructed of advanced materials, combining extra-large speaker drivers and a high-power digital amplifier. Powered noise cancellation technology that keeps outside noise out Product appearance Colors available Special Design Features • Smooth, thin, lightweight, soft and glossy • Black, red, white • Extreme comfort, headphone cable built in with a microphone, micro minijack, folding design, scratch resistant gloss finish Care of the product Maintenance/ Cleaning Comes with a Monster Clean Cloth with advanced Aegis Microbe Shield technology to clean your headphones along with an Anti-Microbial cleaning cloth Price Price range of similar products Items related or required for product use Competitors (brands or companies) $349.99 • Skullcandy – $50 - $149.99 • Bose - $139.95 • Sony - $82 iPod, MP3 player, computer, radio, etc. Skullcandy, Bose, Sony Feature/Benefit Chart Feature (fact about the product) Benefit to the customer of the feature (use a selling statement) 1. Extreme Comfort Big ear cups give you more room for a higher level of listening comfort. Also with the plush ear cushions covered with ultra-soft breathable materials you stay cool and comfortable, unlike any other brand. 2. Powered Noise Cancellation System For a full music experience, hearing all parts and sounds of a song including the artist without any outside interruptions of the noises going on around you, these headphones lock the noise out and keep the music in. 3. Monster Headphone Cable An advanced Quadripole 4 twisted pair construction reduces signal loss for perfectly balanced sound and extreme clarity. 4. Monster iSoniTalk This headphone cable has a built in call answer button and a microphone so you can listen to music one second and easily stop to answer a phone call the next. 5. Scratch-Resistant Gloss Finish w/ Monster Clean Cloth With this shiny finish and glossy look, your headphones can now stay that way after heavy use because of the advanced materials used to design this product. Also with the Monster Clean Cloth you polish your headphones, keeping that brand new, fresh look. 6. Folding Design and Touring Case w/ One Year Limited Warranty With its folding design and hard and durable Touring Case, your headphones can stay protected and in mint condition for longer than ever. And if your set of headphones are damaged or have a malfunction, return them within the first year and receive a new pair on us within 24 hours. Sales Approach Type of Approach Greeting Approach Service Approach Merchandise Approach Two examples of the approach for your product/service and selling situation 1. Hello how are you doing today? 2. Good afternoon… 1. Hello my name is Drew, how may I help you? 2. Hi I’m Drew, what can I assist you with today? 1. I noticed your interested in the Beats by Dre Studio’s. These headphones are top of the line. There are no other headphones like it on the market. What color would you prefer? 2. These headphones are built with extra large speaker drivers and high powered digital amplifiers. With these two things combined you can listen to your music in a crystal clear, out of this world experience Determining Needs How will you… Give an example of a question you could ask for each of the areas listed Determine the customers needs Do you have an iPod, laptop or Mp3 player? What kind of headphones have you had in the past? Confirm a selling point that you have made Do you have trouble listening to your music because everything around you is too loud? Such as conversations, cars, air planes, lawn mowers, etc. Ask an openended question to encourage the customer to communicate What specific features are you looking for in a set of headphones? Clarify the customers point of view Am I correct in assuming that you’re looking for a product that can cancel out all sounds around you and play your music with high definition clarity like no other pair of headphones? Handling Objections Anticipated Objection Method What you will say to answer the objection I don’t understand why I should pay $350 for a set of headphones when I can get some just like them for half the price or cheaper. Third Party Joe Jackson, one of my customers thought the same thing a year ago. He just called me the other day and said he still uses these same headphones every day and they’re so durable that they look and work just as good as they did the first time he bought them. Your prices are twice as much as your competitors Superior Point That’s true. Our prices are way beyond our competitors prices and that is because our product is twice as durable and clear as our competitors. With unprecedented technology our headphones will work better and longer than any other brand. Will I be able to hear my music on my way to work when I ride the crowded and extremely noisy city bus everyday? Denial Yes, you”ll enjoy only your music and never even notice there are loud people and noisy things going on around you because of the unequaled Powered Noise Cancellation system that blocks all distractions out and keeps all of the lovely music in. These headphones are so big I wouldn’t be able to wear them anywhere, they’d just get in the way.. Boomerang The headphones are big because they have ear cups with soft plush cushions that comfortably fit around your ears leaving extra space. And because the cushioned ear cups fit so well you’ll forget you even had your headphones on at all. Closing The Sale Method To Use To Close The Sale Statement I Will Use To Close Which Close The Studio headphones cancel out all noise around you for a clearer more pure listen. But the Solo headphones are more lightweight and easier to use in an active lifestyle. Which one do you prefer? Standing Room Only Close I’m sorry but I can’t promise you that these headphones will stay at this price with a limited one year warranty forever. With this economy I see the price rising soon and without a safe warranty. Direct Close Based on what I’ve shown you, how do you feel about these headphones? Service Close If you have any problems remember that there is a one year limited warranty and if you come back unsatisfied we’ll give you your money back 100% guaranteed.