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Victor Liu
19##-10-05
Toronto Ontario Canada
Myongji Univ Yongin Campus
BA Economics
MA Education
010-3411-2608
mrvicliu@gmail.com
Buyer & Seller
Each person will make a sales 2 min pitch to their partner
How did your partner do?
What approach did they use?
features vs needs %
ROUND II
With the information we just gathered, find something else & try to make a better sales pitch
Seller: What are the buyer's priorities?
1. pen & paper
Seller in this activity represents an art warehouse that carries wide variety of products.
Buyer in this activity is a hotel undergoing major renos
1. The HM must write down the priorities of the hotel (ie: price, type of items, quality, theme, $, dates...)
5 star hotel resort in the Bahamas, this hotel is from France, the restaurant is the area we will focus on
5 star hotel resort in the Bahamas, this hotel is fr...
The seller must ask several questions to the hotel manager to get an idea of what they want for the restaurant
Were you able to get your priorities to match?
What were some difficulties?
Was it difficult to identify your hotel's priorities?
Who had the more difficult job?
The true value of DATA
1. This activity we can work in groups
2. Sending a rep to meet with Ms. Jones CFO of HUFS industries
3. HUFS manufactures hospital machinery.
Most of the equiptment is very expensive & leased by hospitals.
You are there to offer HUFS lease financing solutions to HUFS current & potential clients
To start you must collect proper data
Tast:
Where would you find the relevant data to build a financing proposal
for HUFS
Rapport
Building rapport
Planning for a sales call
With a partner plan when, during a conversation is might be effective to use this information
Rapport
1. Earned MBA from Harvard
2. Divorced with 2 children
3. Remarried last month
4. City council member
5. Pet lover
6. Devote christian
7. Voted for Trump
8. Avid golfer
Scenario:
You are traveling by plane to a biz meeting
Sitting in first-class,you notice the person beside you is potential client on your client listing. This person does not know who you are or where you work
Person says: Hey there, I'm Pete Davidson....
How would you handle this golden situation?
What would you say?
What would you aviod saying?
How would you make a connection?
Would you do anything at all?
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