Role Play Worksheet - Openings and Benefits - Dell PDF

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openings and benefits worksheet pro selling...

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Openings and Product Benefits Worksheet (see chapter. 8) Instructions: Before starting this worksheet, review the different methods of Openings and the section on Features and Benefits in your textbook. You are a salesperson for Dell, and you are going into your first appointment with a customer. The purpose of this worksheet is to create the script that you will use this semester, so your openings should be specific to your product and your customer.

Part 1: Openings - Using each of the different opening methods listed below, develop your own personal openings. Remember, openings are intended to gain the prospect’s attention and establish your credibility. Method of Opening

Introduction

Referral

Benefit

Product

Compliment

Question

What you will say

Hello, thank you for meeting with me today. My name is and I’m with Dell. (Customer’s name), thank you for meeting with me today. Mr./Mrs. (referrers name) suggested I speak with you about our products at Dell. (Customer’s name), if I could have a minute of your time, I’d love to tell you about our products that could enable you to work from anywhere under any extreme conditions. [Brings product to office.] (Customer’s name), you spend a lot of time in rugged conditions as a police officer. I’d love to show you this laptop that we offer that has a longer battery power than most, and can withstand many extreme conditions. I noticed how productive your team is here and would like to introduce you to this new technology that will make it even easier for your team to do their jobs. How did you feel about the products listed on our website?

Part 2: Product Benefits section (next page) 

What is the advantage of using this opening, what type(s) of customer would it work well with (amiable, expressive, analytical, driver) Simple. Driver social style.

Always gets permission, does not stretch the truth. Amiable social style. Gets down to business right away. May intrigue customer. Analytical social style. Uses visual and verbal opening. Creates excitement. Analytical social style.

Compliments customers progress. Amiable and expressive social style. Starts 2 way communication. Driver social style.

Part 2: Product Benefits - Using Remember, customers buy benefits, not features. For each of Dell’s products (Semi-Rugged & Fully-Rugged) list the features and explain how they benefit the customer. Use the same language you would use to explain this to a customer.

Feature We offer… We offer a rugged build.

We offer backlit keys.

The device is FirstNet ready.

Benefit Which means to you… Which means it can withstand the harsh conditions that you face. Which means you can operate the device in the dark, without being detected. This means you have priority access to a fast, reliable, and high capacity LTE network.

We offer optimal dual hot swap batteries.

Which means it works for multi-shift, 24/7 operations.

We offer docking stations.

Which mean you will be able to easily move from the field to your office.

Proof Device As you can see… As you can see, we have performed a drop, temperature, and water test. As you can see, the backlit keys also toggle between different colors. As you can see, the network speed allows me to surf the internet, send emails, and do other things on the internet with ease. As you can see, the devices battery is running low, but I can swap the battery easily. The docking station allows you to set the device up in your office, almost like a desktop computer.

Confirmation Question What do you think? How do you feel about that?

What do you think?

Is that something you may be interested in?

Do you think this will be helpful in your line of work? Does this offer a solution to any of the issues you may face with other devices?...