1. SALES CALL PRACTICE SEMINAR with Duane Weaver

2. OUTLINE Establish Two Sales Call Scenarios Form Groups of Three Observation/Score Conduct Sales Calls (5 minutes each) Hand in your sheet to instructor

3. Establish Two Sales Call Scenarios Take out a two pieces of paper and identify the following on each: 1. Product/Service being sold 2. 3 key benefits of product 3. 2 primary needs the customer is looking for 4. 2 key competitors benefits OBSERVERS: when you receive this piece of paper add one or two primary (hidden need(s) you have)

4. Form Groups of Three One seller One buyer One observer Rotate through all three of you twice so each person gets two sales calls

5. Observation/Score You should observe only once for each person (twice over all) Use the seller’s score sheet to rate them (either score 1 or score 2) and initial score

6. Conduct Sales Call You should use up to 5 minutes for each call (total 35 minutes per team) EXERCISE: Buyer reads one piece of paper from seller and adds a key benefit Buyer only answers Open questions (yes or no only to closed) Seller then opens and begins sales call and closes if possible within 5 minutes Observer scores on sellers eval. sheet

7. Upon Completion Hand in score sheet BEFORE end of last practice class with observer’s initials and provide the final total by adding score 1 and 2 together (then divide by two) in the indicated area. Please practice with friends or family as much as possible Have a great day!