Go to Salesforce.com\'s You Tube channel at http://www.youtube.com/user/salesfor

Question

Go to Salesforce.com's You Tube channel at http://www.youtube.com/user/salesforce. Watch 3 of the short videos and discuss how the tools describe would help you as a salesperson. OR Assume I have asked you to 'sell' my online Marketing class to prospective students in SpFind theg Semester. -What would be your presentation? What reservations might they have and how would you handle them? OR Assume your friend needs a primary care physician and you would like to 'sell' them on yours. -Develop your 'sales' presentation to convince them to try your doctor. -What reservations might they have and how would you handle them?

Explanation / Answer

1. listening by asking empathetic questions. boosts customer egos, builds up relationship over time

2. be excited about your product, convey the same feeling to customer through emotions, gesters, and examples.

3. pitch your product to the brain meaning thereby selling by putting up the reason and logic. how the customer benefits by buying the product ( benefits, dangers of not buying, compelling arguements )

4. ultimately provide value. hit on the real value of the product as compared to alternatives. how much will they pay for and the real justification for that?

customer reservations

1. value is debateable as each one perceives value differently.

the solution ot this problem is that we need to reframe value and pricing interms of how the customer percives the situation. the skill is to use analogies, comparisons, and use these opportunity to reframe the proposal.

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