Sales Call Play Worksheet
birekeraho1MKTG3010SalesCallPlanningWorksheet_GlobalTrainingAssociates.xlsx
Sheet1
Student Name: _____________________________ ________ Date: ________________ | |
Sales Call Worksheet - FedEx Office | |
ü | Preliminaries |
Greet prospect – seller's (your) name | |
Greet prospect – seller's company - FedEx Office | |
Establish prospect credentials – prospect's name | |
Establish prospect credentials – prospect's title - Alex Barber/Founder of Global Training Associates | |
Reason for visit | |
Verify amount of time for visit | |
Provide brief overview of FedEx Office background | |
Describe FedEx Office available products and services | |
Ask about timing to make a decision and/or change | |
Establish reason for timing (urgency) | |
SPIN | |
Situation question #1 (to uncover relevant facts about Global Training Associates): | |
Buyer's anticipated answer to Situation #1: | |
Situation question #2 (to uncover relevant facts about Global Training Associates): | |
Buyer's anticipated answer to Situation #2: | |
Situation question #3 (to uncover relevant facts about Global Training Associates): | |
Buyer's anticipated answer to Situation #3: | |
Situation question #4 (to uncover relevant facts about Global Training Associates): | |
Buyer's anticipated answer to Situation #4: | |
Situation question #5 (to uncover relevant facts about Global Training Associates): | |
Buyer's anticipated answer to Situation #5: | |
Problem question #1 (that FedEx Office could solve): | |
Buyer's anticipated answer to Problem #1: | |
Problem question #2 (that FedEx Office could solve): | |
Buyer's anticipated answer to Problem #2: | |
Problem question #3 (that FedEx Office could solve: | |
Buyer's anticipated answer to Problem #3: | |
Problem question #4 (that FedEx Office could solve): | |
Buyer's anticipated answer to Problem #4: | |
Problem question #5 (that FedEx Office could solve): | |
Buyer's anticipated answer to Problem #5: | |
Implication question #1 (to uncover the future implication that could occur if Problem #1 is not solved): | |
Buyer's anticipated answer to Implication #1: | |
Implication question #2 (to uncover the future implication that could occur if Problem #2 is not solved): | |
Buyer's anticipated answer to Implication #2: | |
Implication question #3 (to uncover the future implication that could occur if Problem #3 is not solved): | |
Buyer's anticipated answer to Implication #3: | |
Implication question #4 (to uncover the future implication that could occur if Problem #4 is not solved): | |
Buyer's anticipated answer to Implication #4: | |
Implication question #5 (to uncover the future implication that could occur if Problem #5 is not solved): | |
Buyer's anticipated answer to Implication #5: | |
Clearly summarize three identified needs to prospect: (1) (2) (3) | |
Global Training Associates Need #1 (that FedEx Office could solve): | |
Global Training Associates Need #2 (that FedEx Office could solve): | |
Global Training Associates Need #3 (that FedEx Office could solve): | |
Outline FedEx Office solutions relating to identified needs and supporting with FedEx Office features and benefits | |
FedEx Office Solution #1 with features (related to Need #1): | |
Benefit to Global Training Associates and specific beneficiary related to Solution #1: | |
FedEx Office Solution #2 (related to Need #2): | |
Benefit to Global Training Associates and specific beneficiary related to Solution #2: | |
FedEx Office Solution #3 (related to Need #3): | |
Benefit to Global Training Associates and specific beneficiary related to Solution #3: | |
Obtain Commitment | |
Agreement that FedEx Office solutions would solve the problems/needs | |
Invite Global Training Associates's concerns and/or deal with objections | |
Obtain prospect agreement for proposal | |
Set specific date and specific time for next action | |