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Making a sales presentation to a College University
This is the first meeting between you and the Vice President for facilities and his lead Project Manager
Primary Sales Objective: To gain commitment of prospect to use Paper Stone Countertops in all new buildings on Campus.
Secondary Sales objective: To get prospect to commit to installing Paper Stone in one building
Alternative Secondary Objective: To install Paper stone in one location in a sample installation.
Target Market: Organizations involved in new construction of commercial buildings
Setting: Conference room in Shpeen Hall
Prospects: Vice President, Facilities, Rowan University; Lead Project manager, Facilities, Rowan University
1. What would be a reasonable sales call objective for this first meeting?
2. What would you like to know prior to the meeting?
3. What things would be brought to meeting?
4. What would be the likely objections? How might they best be handled?
5. How might Carnegie Principles be used in the meeting?
6. Which Carnegie principles might be employed to develop a Strategic Relationship with this prospect? And why?
7. What approach might be used?
8. After the approach, what would the value proposition consist of? Which FAB’s would you focus on?
9. What would be the logical closing sequences?
10. Would this be a traditional close? Will the VP simply say yes? (How is the selling process different to an institution rather than an individual?)
Task is to describe the preparation, approach, and strategies you would use in this situation; a sales presentation to an institutional prospect. You can use bullets to present lists. You can use tables to summarize presentation components.