3.09 (R) Final Project Prep Assignment: The Art of the Sales Conversation |||Preparation for assignment||||||| 3.09 (R) Vorbereitungsauftrag für das Abschlussprojekt: Die Kunst des Verkaufsgesprächs 3.09 (R) Preparación del proyecto final: El arte de la conversación de ventas 3.09 (R) Trabalho de preparação para o projeto final: A arte da conversa de vendas

Prepare to conduct your sales conversations this week by filling out “The Art of the Sales Conversation” worksheet. Save your completed copy of this worksheet, as you will need to turn it in as part of a final project at the end of this course. THE ART OF THE SALES CONVERSATION WORKSHEET The goal of this Sales Tool is to prepare you to “on ramp” anyone you talk to into a conversation, and to discover whether this is a “sales” conversation. |||||||||||||||||||initiate|||||||||||||||| Step 1 – A sales conversation starts when someone asks you that most common of questions; “What do you do?” You need an interesting, concise and meaningful answer. We call this your “Sales TrailerSM” Step 2 – Now they will ask; “What does that mean?” And your answer should provide them with just a little more context on you or your business (your “3 clear points, value proposition, or your differentiators”). |||||Sales Pitch|||||||||||||||||||||||||||||||value proposition||| Step 3 – Finally, once you have given them a bit more context, they will likely also ask you; “How do you do that?” In response to that question, you will need a qualification question you would use to determine whether this person is a prospect for you and your company. |||||||||||||||||||||||||||||||Eligibility criteria||||||||||||potential customer/client||||| Note: We highly recommend that you type your answers in a separate document if you cannot type into the pdf, especially if your handwriting is difficult to read. |||||||||||||||||||||||written text|||| The Sales Toolkit is designed to equip you with step-by-step guidance to help you succeed at each and every step of the sales process. ||||||provide you with||||||||||||||||||| It provides the tactical tools you will need, as well as commentary on how to apply the right focus to each step of the process. |||||||||||explanatory notes|||||||||||||