Questions
1. Work up examples of what Richard’s SELL Sequences might look like.
2. What different presentation tools and sales aids might Richard use to enhance his presentation of the new self-priming paint?
3. Once he has established the superior performance of the new paint, what should Richard do?
Situation: Read Case 7.1
Characters: Richard Henry – salesperson for Texas Paint and Coatings; Tim Dickerson – head paint and coating buyer for John Deere-Fort Worth
Scene: Location – The office of Tim Dickerson at John Deere-Fort Worth. Action – As described, Richard is presenting a revolutionary new self-priming paint. While cost savings will be important, his first concern is to establish that the new paint exceeds all performance requirements.
Role play how Richard might incorporate different presentation tools and sales aids to make his presentation to Tim more effective.
Role play how Richard might collaborate with Tim to illustrate the possible cost saving provided by the new questions:
1. What other tools and sales aids might prove useful in demonstrating the performance of the new paint?
2. What information will Richard need in order to substantiate the possible cost savings to Tim?
Where and how might he get that information?