Sales Presentation
Approach
Seller: Hi, Sally how are you today?
Buyer: Not bad, Sam, and you?
Seller: Pretty good. I read that your son played well in his team's first playoff game.
You must be proud!
Buyer: I am, he's worked so hard and they're finally winning some games.
Seller: Well, tell him I said good luck in the next game.
Summarize Situation
Seller: Now, Sally, it's been a month since your last order and since then, Nokia has
come out with a new model of cellular phones, which I believe you should offer to your customers.
Buyer: Why should I take a chance at selling Nokia's new model, when the old model's
sales are more than adequate?
Seller: We're happy that the old model, the 6120, is selling so well, but the 9024 has
features your customers are looking for that the old model does not. The 9024 has Internet access which allows the user to check their e-mail, and you know this is becoming increasingly important. Your company, Best Buy, makes up an impressive part of the market for cellular phone sales. You cannot afford to let this figure slip, due to not having the latest product on your shelves.
State Idea
Seller: A good portion of your customers will opt for the new model, the 9024, but there
will still be those who are buying their first cellular phone and want the simpler, and less expensive older model, the 6120. I think you would profit most by increasing your last month's order of 6120's by two percent and then purchasing 50,000 of the newest model.
Trial Close
Seller: You've always trusted my recommendations in the past, Sally, should I go ahead
and write up the order?
Buyer: Tell me more about how the deal works. It sounds like this is gonna cost me
more than I planned on spending.
How it works
Seller: I'm prepared to give you each 6120 for a dollar cheaper than you paid last month.
Buyer: So you're saying I have to take a chance...