Using the GOALS method, the RNMKRS Roleplay approach and wri…
Using the GOALS method, the RNMKRS Roleplay approach and write your pitch which you will use during the face-to-face meeting you will have in Southshore’s Tampa office. (45 pts) 10%: Opening (Effectively gain attention and build rapport.) (4.5 pts) Professional Introduction Effectively builds rapport Communicates agenda for the meeting Smoothly transitions into Discovery 45%: Discovery (Get a clear understanding of the customer’s goals and challenges.) (20.25 pts) Determines relevant facts about Buyer’s company and deal Effectively gains basic understanding of Buyer’s problems/challenges Explores the current effect of these problems/challenges Explores the future implications if the problem/challenge is NOT overcome Explores the future implications if problem/challenge IS overcome Summarizes the problems/issues uncovered Gains pre-commitment to consider Seller’s product Smoothly transitions to Presentation 10%: Presentation (Offer potential solutions to the Buyer’s challenges and goals based on Discovery.) (4.5 pts) Gives a brief overview of the company Presents potential feature/solutions to build credibility to secure return presentation Supports claims with 3rd party use-case data Gets agreement that Buyer believes product can help them meet goals/solve problems 15%: Overcoming Objections (Eliminate concerns or questions to Buyer’s satisfaction) (6.75 pts) Gets clarification on the stated objection Effectively answers the objection Confirms that the objection is no longer a concern for the Buyer 10%: Closing (Gain Buyer commitment for the follow-on meeting.) (4.5 pts) Persuasively presents a reason to commit to another appointment Asks for specific & appropriate commitment from Buyer given the nature of the call Confirms with Buyer by offering to send an invite and thanks Buyer for agreeing to meet 5%: Communication Skills (Get the Buyer talking.) (2.25 pts) Concentrates on getting the buyer to talk 5%: Empathy (Be a human first, a businessperson second.) (2.25 pts) Empathetic to Buyer’s challenges, issues
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