SLIDE 1
Final Sales Presentation Mark Bartlett Table of Contents - - PDF document
Final Sales Presentation Mark Bartlett Table of Contents - - PDF document
Final Sales Presentation Mark Bartlett Table of Contents Description of Company Products/services 2 Company Competitors 2 Selling Situation 2-3 Objectives 3 Opening Approaches 3-4 SPIN Questions 4-5 Product Features and Benefits 5
SLIDE 2
SLIDE 3
3 innovative atmosphere. Mrs. Woolley is responsible for both the UCM campus in Warrensburg and Lee’s Summit innovative campus. The purpose of this meeting is to learn more about the needs of the university and the students in regards to how they would like to proceed with using the Amazon Kindle as an alternative to textbooks. I spoke with Mrs. Woolley on the phone last week. We will be meeting for around 15 minutes at her
- ffice in Warrensburg, MO to discuss the Amazon Kindle products. After building a strong rapport with
- Mrs. Woolley, I will then ask her a variety of questions and allow her to ask me questions about my
products and services that are provided and then I will demonstrate the use of these products and how they can be incorporated into the classroom. If we both believe that this will benefit the students and their university, we will then discuss pricing options and select a product that would be the best fit for their needs.
Objectives:
Primary Call Objective: My primary call objective is for Mrs. Woolley to agree on selling the Amazon Kindle products on at least one of the two campuses to students. Minimum Call Objective: My minimum call objective is for Mrs. Woolley to discuss her interest and the benefits of the Amazon Kindle products and to set up a meeting to discuss further options. Optimistic Call Objective: My optimistic call objective is my Mrs. Woolley to agree to use the Amazon Kindle products on both the Warrensburg and Lee’s Summit campuses to students, and creating a partnership with other universities through UCM.
Opening Approaches:
After knocking on the door and entering Mrs. Woolley’s office, I will confidently shake her hand, maintain strong eye-contact and re-introduce myself as Mark Bartlett with Amazon. I will say that it is nice to speak to her again and ask if I can take a seat. I will then attempt to build a strong rapport with
- Mrs. Woolley by discussing the upcoming school year with her and how she got involved with the UCM
- administration. I will continue making eye-contact and listen to what she is saying to find a common
ground with her if the opportunity arises.
Setting Agenda:
After establishing a rapport, I will begin the presentation by setting an agenda and starting out by stating “First off, I just wanted to say that I appreciate you agreeing to meet with my today, and I know you are very busy with the school year about to begin. I will only take 15 minutes of your time, if that still works for you? Great.” “Just to get started, there are a few things that I would like both of us to get out of today’s meeting. First, I want to ask you a few questions to understand your needs and the student needs as well, and
SLIDE 4
4 then I would love to show you our Kindle product and how to use it and then if we agree that this will be beneficial for this University, we can discuss taking further steps. How does that sound to you? Perfect. Lets get started.”
Questioning/Identifying Needs:
During my presentation, I will use the following set of SPIN Questions: SPIN #1 Situation: Tell me about how you have been using technology as a way to enhance your students learning? Problem: Have these products caused any issues with students in the past? Implication: What happened when this product has malfunctioned in the past and what tech support was provided for them? Need-payoff: So, a product that is as reliable as a textbook and notebook is something that is important to you and your students? SPIN #2 Situation: Have you noticed a significant use in one product that a student buys versus another product? Problem: Have you found that some items in your bookstore do not sell? Implication: What effect does this have on the cost of your textbooks? Need-payoff: So, you’re looking for a product that students can afford, but is also on the cutting edge of technology? SPIN #3 Situation: Can you tell me about some of the classroom environments that you have been around? Problem: What are some issues that do not enhance learning in the classroom settings? Implication: What effect does the use of technology have on the way students interact with each other in the classroom? Need-payoff: Do you think a product that is easy to use for students in a classroom setting will enhance the learning environment? Needs Summary: Provide a summary of the needs you identified in the SPIN questioning.
SLIDE 5
5 After asking 3 different sets of SPIN questions, I will identify the needs of my client and ask if they are interested in learning more about our Kindle Products. I will specifically say to my client, “So it is my understanding that from what we have talked about thus far, it would be important for you to find a Kindle that provides the same benefits a textbook would but is reliable, cost-effective and enhances the learning process in students, is that correct?” “I would love to tell you about the Amazon Kindle devices that are for sale and show you the touchscreen display that reads like real paper, the long-lasting battery and the Kindle app and study features that will benefit your students.”
Product Presentation:
As a visual aid, I will show the buyer an Amazon Kindle along with its application, features, book library and how to take notes on textbooks. After demonstrating, I will allow the client to use the Amazon Kindle herself to gain a better understanding of how simple and easy to use this product is. Features: Benefits: The Amazon Kindle touchscreen display reads like real paper and there is no screen glare—even in the bright sunlight. This will give the students a textbook feel while reading, and also will aid in preventing screen fatigue while using. With the use of no screen glare and the built-in adjustable light for day or night, the Amazon Kindle is great for students to use anywhere and everywhere.
A single charge of the Amazon Kindle lasts weeks, not hours.
With this long-lasting battery, this will allow students to use their e-textbooks anywhere without having to worry about it dying during class or in the middle of studying. The Kindle application can be downloaded onto your PC or Mac as well with your e-books and textbooks downloaded on both devices. You can access enhanced study features on the PC and Mac and study anywhere you go with the small, lightweight size of the Kindle which will also transfer the notes/highlights on both
- devices. This will aid in studying and learning for
students. The Amazon Kindle has no blue light that will disturb your sleep pattern. Melatonin is a naturally occurring hormone that helps the body fall asleep. With the use of smartphones or tablets, this can suppress the body’s production of melatonin and alter sleep
- patterns. The Kindle emits no light, so you can
read it anytime without having to worry about losing sleep.
Trial Closes:
SLIDE 6
6 Trial closes will be incredibly important during my presentation to ensure that my client and I are on the same page and allow me to confirm the features that I had mentioned before. During my product presentation of the Kindle App, I will demonstrate the use of the study features on a textbook I will use trial closes such as “How easy is that to take notes on the go?” “Do you feel how lightweight this product is to use?” or “Did you notice how easy it is to read without a glare?”
Proof Providers:
In order to improve my credibility, I will use several proof providers during my presentation including:
- “In a study of 88 students with the average age around 20 years old--75% of the students (66
students) reported their experience was better after using the Kindle e-book, 25% were indifferent and 2% reported the Kindle made their experience worse. 94% said they would recommend use of the Kindle to other students” (Martinez-Estrada & Conaway)
- “In that same study, ¾ of the students indicated that they preferred the eBook version of their
textbook to the printed version” (Martinez-Estrada & Conaway)
- “According to Amazon, the Kindle Textbook Rental service will enable college students to save
by renting of their e-books with savings up to 80% on a 30-day book rental”
Objections:
During my sales presentation, my customer will object to price after my second set of SPIN Questions when discussing the different type of Kindle devices available because he might believe that they are too expensive for students to afford. I will overcome this objection using the postpone method. First, I will clarify his objection by asking “So affordability is important to you and your students?” and then I will
- vercome this objection by stating, “I totally understand that price is important to you, and I would love
to go over pricing here in a few minutes with you but it will all make sense once I tell you about the incredible features the Amazon kindle provides.” In order to confirm that it is okay to postpone the price discussion I will ask my client, “Is that okay with you?” Prior to reaching the features and benefits of the Kindle products, the client will object to the product itself by stating that the Kindle will cause screen fatigue and may have effects of the student’s lifestyle patterns such as sleep. I will clarify his objection by asking him, “So you believe that the use of too much screen time will affect the student’s lifestyle and sleep patterns?” I will then overcome this objection by indirect denial stating, “I certainly see why you would be concerned about your student’s well-being but
- ur touchscreen display reads with no glare and there is no blue light on this Kindle that will alter their
sleep patterns”
Closing Method:
After discussing with my client their needs and providing a thorough presentation of the products features, I will briefly go over different pricing options for each Kindle and the features that it provides. I will transition into this topic by stating, “As you mentioned before, having something cost-effective is
SLIDE 7
7 very important to you and your students, I would love to explain to you the different prices we have for
- ur different Kindles”. I will then explain the different Kindle options and features with each Kindle and
suggest the Kindle that would be the most beneficial to their students/staff. After going through the pricing options with my client, I will use the benefits summary method by stating, “This product would be a great selection for your campus as it will innovate and enhance the learning of your students without the effects of screen fatigue”. After that I will use the probing method by stating, “I would love to begin this implementation as soon as possible, but first, do you have any questions or hesitations about the products that we are offering?” If there is any hesitation from my client, I will identify their concern and answer any questions that they may have for me.
Departure:
After Mrs. Woolley agrees to move forward with our products at UCM, I will express my gratitude and excitement to obtain this commitment from UCM and say, “I look forward to working with you and UCM
- Mrs. Woolley, thank you for your business! I will send you an email tomorrow morning regarding the
next steps in the process and I will be with you as we implement these products into the student population so we will be in touch.” I will also provide Mrs. Roberts with my business card and personal cell phone number and thank her again. I will then shake her hand and walk out of the room. I will follow up promptly with Mrs. Woolley and also send her a thank you note.
SLIDE 8