Fillable Write Your Own Prework Assignment PART 1: SCENARIO

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Write Your Own Prework Assignment PART 1: SCENARIO

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Write Your Own Prework Assignment
Select a recent, successful prospect appointment during which you were able to discover
needs, present a solution, and close. Please make sure the prospect appointment that you
choose is one in which the prospect objected to something during the sales process and
you responded to overcome the objection. Record the details below.
PART 1: SCENARIO
Think about your appointment where you explored with the prospect and discovered some
great information. Complete the following introductory information:
PROSPECT PROFILE
Prospect Name:
Provide a brief description of the opportunity.
G
oing into the appointment, what did you know about this prospect and their needs? Think
about their goals and needs, possible problems and challenges, priorities and motivation to
act.
For Internal Use Only
PART 2: NEEDS AND SOLUTION
WHAT YOU LEARNED
During the Discovering phase of the appointment, what further information did you learn
about the prospect?
Write below what you learned about the prospect’s current situation, needs, goals,
challenges, problems, opportunities, priorities and motivation for speaking with you.
YOUR SOLUTION
Based on what you learned about the prospect through the conversation, what solution(s)
did you recommend to your prospect and why?
For Internal Use Only
PART 3: PROSPECT OBJECTION
OBJECTION STATEMENT
Objections are challenging statements that could halt or end the sales process. Think about
the objection that you heard during your example appointment or one that could have
arose. Example objections:
• “I need some time to think about it.”
• “I’m not sure this is right for me.”
In one sentence, state exactly what the prospect said (challenging statement):
B
ACKGROUND INFORMATION
Thinking about when the prospect first objected, where were you in the sales cycle? What
led up to the objection? What had been recommended? What do you think may have
caused the prospect to object?
For Internal Use Only
SMRU 1788191 Exp. 09/30/2020
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Write Your Own Prework Assignment PART 1: SCENARIO

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Completed 26 January 2021

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