ࡱ> sur{ bjbjzz G2 FFFFFZZZ8,dZyt""^QySySySySySySy$F{}rwyFwyFF4y666FFQy6Qy66h2p PfIlZ=yy0yl&j~ `j~ppj~Fw6wywylyj~ : Sales Call Guide (SCG) Account: Maximum Call Objective: Minimum Call Objective: Assess your credibility with the customer: Open: Possible Rapport Topics: Opening Statement: Valid Business Reason: Confirmation Question: Questions to Ask: Focus your questions around the 5 key pieces of information (catalyst for change, decision maker(s), decision making process and associated timeframes, and selection criteria). SPIN to uncover the solution (need payoff) for high priority (implication) needs (problem/opportunity) Confirm information, get new information, gauge attitudes, and obtain commitment Pay attention to sequencing Five Key Pieces of Information to Get: Solution/Benefit Area:_________________________________________________________________ Situation Problem/Opportunity Implication Need Payoff Solution/Benefit Area:_________________________________________________________________ Situation Problem/Opportunity Implication Need Payoff Solution/Benefit Area:_________________________________________________________________ Situation Problem/Opportunity Implication Need Payoff Solution/Benefit Area:_________________________________________________________________ Situation Problem/Opportunity Implication Need Payoff Presentation/Value Proposition: Solutions/Benefits (list in order of importance)Product/Service and Feature(s) that ProvideUnique Selling Point Y/N? Proving Method to Measure/Demonstrate ROI: Closing: Possible Objections/Basic Issues: Objection:_____________________________ Recognize Respond Resume Objection:_____________________________ Recognize Respond Resume Objection:_____________________________ Recognize Respond Resume Possible Closes:     PAGE 1 Page  PAGE 2 of  NUMPAGES 3 2010 ESSPS, Page  PAGE 1 of  NUMPAGES 3  !PR}~. 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