professional selling

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School

Humber College *

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Course

106

Subject

Management

Date

Apr 3, 2024

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docx

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Uploaded by vshiv2

1. Introduction of report: a. Name, title, and company of both the selling company and the company being sold to Ans) The selling company is ADP (Automatic Data Processing ), a payroll, HR, and Tax Services Company. The salesperson is Grace Gorman. The company to whom ADP is approaching in the video is a printing company owned by Trent Weaver. 2. Sales Interview Analysis: a. Was rapport established between the buyer and seller? Ans) The conversation began with a warm welcome from the ADP representative Grace Gorman to the client Mr. Trent Weaver. The owner asked about Grace's overall experience in the company and as a trainee, she has good experience while working with the company. Moreover, Grace also established a conversation with the owner by asking about the company’s profile, future aspects, and most importantly what kind of expertise the company is seeking from ADP. b. Did the salesperson gain the buyer’s attention? Ans ) The seller successfully captured the buyer's interest by presenting her company, ADP, as a valuable partner for enhancing the profitability of the customer's small business. She emphasized that in smaller businesses, profit is of greater significance. The introduction of ADP highlighted its role in boosting the client's business earnings. Furthermore, the promise of providing specialists to oversee the correct execution of processes sets ADP apart from its competitors in the buyer's view. c. Did the seller determine the buyer’s needs by asking questions and listening? Ans ) Yes, by inquiring about the efficacy of the customer's system, the seller gained insights into its functionality. This led to the seller highlighting the shortcomings in the customer's current setup. Through this approach, the seller effectively prompted the customer to recognize these issues. Consequently, this realization helped establish the customer's requirement for the seller's product. d. What were the needs uncovered or confirmed? Ans ) The needs identified were to reduce the amount of time spent on payroll and HR procedures, optimize these procedures, and more skillfully manage HR-related difficulties. Additionally, the buyer stated that they would prefer to devote less time to administrative duties and more time to business growth. e. Were benefits discussed that satisfied the buyer’s needs? Ans ) The benefits discussed by the representative of ADP address the factors that Trent basically requires like the system boasts the capability of executing payroll tasks in under five minutes, among other benefits. It ensures data security by setting a precise timing for automatic application launch on

the computer. Additionally, it autonomously computes employee payments, requiring only a verification of the information's accuracy. This functionality aligned with the customer's requirements, sparking their interest in the system. f. Were sales tools used? Ans ) The approach taken over by the ADP representative is SPIN ( Situation, Problem, Implication, and Need – payoff). She asked the owner first about the company's background, figures, data, employees, and the methods they are using in the company. By this, she understood the issues that they were dealing with and provided the solutions. The clarity the seller had about the product was very good and she put forward the knowledge in a chronological manner which made the Owner understand what the product is capable of. g. How did the salesperson handle objections? Ans ) In the sales talk, the seller focused on how their service can save time and make things more efficient. But they could have done better in explaining things more clearly, especially about the cost and how the service works with others. The person they were talking to wasn't the only one deciding, and the seller knew this. They suggested meeting again with the office manager. To help make the decision easier, the seller could have given more information for the buyer to talk about with others and suggested a meeting with all the important people who would decide, including the office manager. h. Was the salesperson aware of buying signals? Ans ) The salesperson appeared to partially recognize signs of interest from the buyer, notably in aspects like processing payroll remotely and HR tools. Yet, they may have overlooked certain signals to either decelerate the conversation or offer more comprehensive information as required. This oversight led to the necessity of an additional meeting with the office manager, Beverly, to ensure a more thorough decision-making process. I . Did the seller attempt to close? Ans ) In the sales discussion, the salesperson tried to finalize the deal but didn't quite match the buyer's readiness to commit. They picked up on the buyer's interest in certain aspects but missed signs of hesitation, especially the buyer's need to discuss with their office manager, Beverly. A better closing approach would have been to use a closing technique that directly addressed the buyer's concerns and decision-making style. Suggesting a meeting that included Beverly would have been more appropriate, guiding the conversation toward a conclusion that both parties would find agreeable. j. Was a follow-up to this visit discussed? Ans ) Yes, a follow-up was mentioned. The buyer recommended that the salesman get in touch with Beverly to continue the conversation, and the salesperson indicated that they would like to organize a

meeting with the implementation team. Despite claiming to be content with their current tax preparation provider and nearly calling off today's appointment, the buyer did not appear to be very interested in what ADP had to offer.

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Based on the provided template, I will create a sales script for a role play scenario. In this scenario, you are a salesperson representing Bell Canada, and your prospect is Western Forest Products. You will be pitching Bell Canada's new Black Friday Wi-Fi plans for office use. The script will follow the format of the template, covering the opening, SPIN (Situation, Problem, Implication, Need-payoff) questions, addressing concerns, and earning commitment. --- **The Opening** - **Salesperson:** "Good morning! I'm [Your Name] from Bell Canada. It's great to connect with you today." - **Prospect:** "Hi, good morning. I'm looking forward to hearing what you have for us." **Step 1 – Establish a rapport** - **Salesperson:** "I noticed from your website that Western Forest Products has a strong commitment to sustainability. That's really impressive." - **Prospect:** "Yes, we take our environmental responsibilities very seriously." **Step 2 – Purpose and general benefit** - **Salesperson:** "The reason for our meeting today is to introduce you to our new Black Friday Wi-Fi plans, which are not only cost-effective but also offer superior connectivity and security, aligning well with your company's needs." - **Prospect:** "I see, we're always looking for ways to improve our connectivity." **Step 3 – Familiarize the Prospect with Bell Canada** - **Salesperson:** "Bell Canada has been a leading provider in telecommunication services for many years, offering the latest technology and unparalleled customer service." - **Prospect:** "I've heard about Bell Canada, but I'm curious about what makes your Wi-Fi plans different."

**SPIN** - **Fact finding questions to determine the Prospect’s current situation** - **Salesperson:** "Could you share a bit about your current office Wi-Fi setup and any challenges you face?" - **Prospect:** "Well, we sometimes experience connectivity issues, especially in our larger office spaces." - **Problem discovery question** - **Salesperson:** "How do these connectivity issues affect your daily operations?" - **Prospect:** "It can be quite disruptive, especially during high-traffic periods." - **Implication question** - **Salesperson:** "Do you think this impacts employee productivity and overall operational efficiency?" - **Prospect:** "Definitely. Faster and more reliable Wi-Fi would help a lot." - **Need/Payoff question** - **Salesperson:** "If we could provide a solution that ensures consistent and high-speed connectivity, would that align with your goals?" - **Prospect:** "Yes, that's exactly what we're looking for." **The Proposal** - **Features Benefits Pricing and Proof** - **Salesperson:** "Our new Wi-Fi plans offer high-speed connectivity, enhanced security features, and are tailored for large office spaces. We also have competitive pricing for our Black Friday deals." - **Prospect:** "That sounds promising. Can you provide more details about the pricing?" **Addressing Concerns** - **Product Objection** - **Prospect:** "We're concerned about the installation process and possible downtime." - **Salesperson:** "I understand your concern. Our installation process is streamlined to ensure minimal disruption, and we provide full support throughout the transition."

**Earning Commitment** - **Salesperson:** "Based on our discussion, it seems like our new Wi-Fi plans are a good fit for your needs. Shall we proceed with setting up an initial trial for your main office?" - **Prospect:** "Yes, let's discuss the next steps." --- This script is designed to engage the prospect in a meaningful conversation about their needs and how Bell Canada's services can address them, leading to a potential commitment.

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