Building Sales Communication Strategies
Assignment 2: Building Sales Communication Competencies In this sales activity you will be building and demonstrating your sales knowledge through: Coaching a new sales member by educating them on some fundamental elements of Sales Demonstrating your strategic selling and critical thinking skills by developing a well thought out sales strategy for a give scenario. You will be submitting through a canvas a professional looking written document that answers all questions in part 1 and address all prompts in part 2. The activity is worth 25 points. Points will be awarded on completion (10%), thoroughness/thoughtfulness in each response (60%), accuracy based on your readings (30%) Part 1: Demonstrate your selling knowledge (10 points): Scenario: Imagine you are training a new sales team member in your organization. This is their first sales job and it is your accountability to coach them through addressing the following prompts: Explain why talking with buyers rather than talking at buyers is critical to success in selling. Discuss how salespeople use effective questioning to maintain subtle control over the buyer-seller communication dialogue. Distinguish between open-end and closed-end questions and describe how each of these question formats might best be used in the trust-based selling process. Explain the difference in the uses of probing, evaluative, tactical, and reactive questions in trust-based selling. Part 2: Apply your knowledge through the following Sales Scenario (15 points): AppLab Services Background AppLab Services specializes in providing wireless information technology for businesses having 10 to 500 employees and needs for wireless communication, information processing, and digital data transmittal. The company offers a full range of services ranging from the one-time design of applications for smart phones and digital devices to the design and building out of full enterprise systems. As a business development specialist for AppLab, you are making an initial sales call to Mark Crandall, technology manager for Southwest Claims & Adjusters, LLC. As a preferred provider for inspection and adjusting insurance claims across the southern U.S., Southwest serves as an outsource provider of claims and adjusting services to many of the top 25 property and casualty insurance companies and has experienced rapid growth over the last five years. The company currently employs 65 people: 50 adjusters out in the field, 10 assistants located at company headquarters in Tulsa, and 5 administrative and executive staff members. The purpose of this initial call is to assess Southwest’s current use and needs for wireless communication and data services. According to the initial information you gained from a short phone conversation with Crandall, Southwest is currently using a variety of different smart phones on Sprint’s cellular and data service. However, they are exploring the combination of custom designed apps for the Microsoft Surface Pro Tablet for use by their adjusters in the field. This combination would enable adjusters to complete and submit data forms complete with pictures and eliminate the added processing required in their current use of paper-based forms and records. During the phone conversation, Crandall mentioned that some of the benefits are obvious; nevertheless they have concerns about the custom apps and transitioning to a fully digital system. For this sales scenario You are asked to: (6 points) Utilize the SPIN questioning approach and develop two 2 questions for each step in the SPIN (total of 8 questions) approach you would consider asking Mr. Crandall in this sales scenario. In addition to developing the questions articulate why you would be asking these questions and what you your intention/strategy is in asking the question. (6 points) Utilize the ADAPT questioning approach and develop two 2 questions for each step in the ADAPT (total of 10 questions) approach you would consider asking Mr. Crandall in this sales scenario. In addition to developing the questions articulate why you would be asking these questions and what you your intention/strategy in asking the questions. (3 points) Based on what you learned in To Sell is Human about ATTUNEMENT what are 3 strategies you could use to attune to Mr. Crandall.