1. Marketing 362 Sales Skills – Video Practice with Duane Weaver

2. Video Guidelines PURPOSE: to be able to observe your sales skills in action so as to develop an improvement plan to hone your skills before the video project is conducted. Consider a product you are familiar with and take 3 minutes to identify: 1. Who your target buyer is (their traits) 2. Your target buyers needs (provide 3) 3. A brief description of your product Please get into your sales team groups Two people will take turns being the videographer Choose one person to act as your buyer (take turns) Provide the above list to one person who will be your buyer and let them seek clarification

3. Video Guidelines (cont’d) Buyer: After confirming you understand the product and your given needs. Consider one or two “hidden” needs you may have in addition (write this down). You are to make sure the seller uses open-ended questioning skills in order to provide an answer (remember you ONLY have 5 minutes to a make a purchase decision or you will leave) Seller: You have only 5 minutes to confirm the known as well as identify the hidden needs, recommend, and close the sale Videographer(s): Record the sales transaction by pressing record and shouting “ACTION”. When 1 minute left is up (give warning). At full 5 minutes shout “CUT” and stop recording. Repeat with all group members.

4. Video Review This class and next class produce each person should conduct a video taped sales practice at least once. Preferably twice. Thereafter, gather in your groups and assess the video sales tapes. Each person (including self) should take notes about each person’s skills (you may do this in class or in the media studio at another time). Share these ideas with each other, providing observations of the good items and items that need improvement. Provide any recommendations you might have to each other.

5. Thanks!