Purpose Statement - activity PDF

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Step 2 Purpose Statement It is important to state the purpose of your call to clarify why you are there and to ensure that you and your customer are on the same page. Even if you used this purpose statement over the phone to make the appointment, you should use it again. The purpose statement has three components:  Establish you as customer-focused by making it clear that you are there to learn more about the customer’s needs.  Clarify the potential benefits to the customer.  Check for agreement. 1) The purpose of my visit today is to learn more about your objectives for…… 2) After I understand your needs and current processes, I would like to explore some solutions that could benefit you by

    

Helping you meet your objectives Making money Saving money Growing market share Reducing cost

After I understand your needs and current processes, I would like to explore some areas that we could add value to your operation. 3) How does that sound? Does that meet your expectations? Important: 1. Do not make any mention of your product or service in your purpose statement. Many salespeople fall into this bad habit. The purpose of our meeting today is to explain how our patented software security application can streamline your operation. This type of statement is not focused on understanding the customer’s needs. 2. Unless the customer has indicated otherwise, keep your purpose statement broad. Remember, you want to talk about anything that he or she wants to talk about.

Building Purpose Statements Transition from Rapport: Thank you again for meeting with me today. As I mentioned in my voice mail, the purpose of our meeting today is so that I can learn more about your objectives and needs as it relates to your position of (insert title here: office manager, marketing director, etc.). Stop sentence here! Make a slight pause. If I am able to find a solution that will help you meet your needs, and (insert appropriate additional benefit* here, depending on job title: streamline operation, increase market share, increase sales, etc.), I will be asking for (a commitment, and opportunity to work together). How does that sound? (Does that sound agreeable? Does that sound good?) *examples: Title Office Manager

Likely Benefits Streamline your operation Streamline your process Enhance your payroll administration process (ADP role-plays) Increase your efficiency

Marketing Director

Increase (or grow) your market share Increase (or grow) your sales revenue Increase your brand awareness Increase your brand loyalty

HR Person

Reduce your employee turnover Streamline your hiring process Increase retention rates Increase employee morale

Manufacturing Person

Streamline your manufacturing process (or operation) Reduce cost Increase your efficiency Reduce your overhead

Learn these steps! Once you do, you can make the purpose statement your own by infusing additional verbiage. Here is one possible example: The purpose of my meeting today is to learn more about your key objectives and needs as it relates to your position of Office Manager of XYZ Company. It really is important that I understand a lot about your processes. I have worked with a number of firms in various industries and have consistently been successful in providing valuable solutions that had a positive impact on both their operation and bottom line. If after collaborating with you on your operation I am able to find a way to help you meet your needs and streamline your payroll process, I am going to be asking for a commitment to work together. How does that sound? Notice the emotive words:  successful  valuable solutions  positive impact  collaborating...