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Handouts - Sell me this pen activity.docx

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Dr. Yuqi Wang
Dr. Yuqi Wang

Handouts - Sell me this pen activity.docx

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Salesperson Handout Role: Persuade the customer to buy the pen by addressing their specific needs and demonstrating the product's value. Your Task 1. Discover Customer Needs: o Ask open-ended questions like: ? "What kind of writing tools do you typically use?" ? "What features are most important to you in a pen?" ? "What challenges do you face with your current pen?" o Listen carefully and take notes on their responses. 2. Highlight Features & Benefits: o Use the customers needs to tailor your pitch. For example: ? If they need a comfortable grip: "This pens ergonomic design ensures hours of writing comfort." ? If they value durability: "This pen is made with high-quality materials to last for years." 3. Create Desire: o Use storytelling or examples to make the pen appealing: ? "Imagine signing your next big contract with this sleek, professional pen its a statement piece!" 4. Handle Objections: o Address concerns tactfully and confidently: ? If they say, "I already have a pen," you might respond, "What if this pen could do more for you, like improving your writing experience or lasting longer than your current one?" 5. Close the Sale: o Ask for a commitment: ? "Based on what youve shared, this pen seems perfect for your needs. Can I go ahead and set this up for you?" Salesperson Tips ? Be confident: Speak clearly and maintain enthusiasm. ? Be adaptable: Adjust your pitch based on the customers reactions. ? Be focused: Always tie your pitch back to the customers needs. Debrief Question ? Salesperson: What worked well in your pitch? What would you improve? 1
Customer Handout Role: Act as a potential buyer with a specific role and set of needs. Your Task 1. Choose a Role: o Examples: ? Student: Needs a reliable pen for fast note-taking during long lectures. ? Executive: Wants a professional-looking pen for signing important documents. ? Artist: Looks for a smooth ink flow for creative sketches. 2. Establish Your Needs: o Think about what youd prioritize in a pen: ? Comfort? Style? Reliability? Ink quality? 3. Provide Realistic Responses: o Answer the salespersons questions honestly based on your role: ? "I usually need something lightweight since I write a lot during meetings." ? "I prefer pens that dont smudge, as I often take quick notes." 4. Raise Objections: o Challenge the salesperson by expressing doubts: ? "How is this better than the pen I already have?" ? "Im not sure I need another pen right now." 5. Evaluate the Pitch: o After the interaction, consider: ? Did the salesperson understand your needs? ? Were they convincing? Customer Tips ? Stay in character to make the exercise realistic. ? Be detailed and specific about your needs and objections. ? Give constructive feedback after the activity to help the salesperson improve. Debrief Question ? Customer: Did the salesperson address your needs effectively? What could they have done differently? 2

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Handouts - Sell me this pen activity.docx

  • 1. Salesperson Handout Role: Persuade the customer to buy the pen by addressing their specific needs and demonstrating the product's value. Your Task 1. Discover Customer Needs: o Ask open-ended questions like: ? "What kind of writing tools do you typically use?" ? "What features are most important to you in a pen?" ? "What challenges do you face with your current pen?" o Listen carefully and take notes on their responses. 2. Highlight Features & Benefits: o Use the customers needs to tailor your pitch. For example: ? If they need a comfortable grip: "This pens ergonomic design ensures hours of writing comfort." ? If they value durability: "This pen is made with high-quality materials to last for years." 3. Create Desire: o Use storytelling or examples to make the pen appealing: ? "Imagine signing your next big contract with this sleek, professional pen its a statement piece!" 4. Handle Objections: o Address concerns tactfully and confidently: ? If they say, "I already have a pen," you might respond, "What if this pen could do more for you, like improving your writing experience or lasting longer than your current one?" 5. Close the Sale: o Ask for a commitment: ? "Based on what youve shared, this pen seems perfect for your needs. Can I go ahead and set this up for you?" Salesperson Tips ? Be confident: Speak clearly and maintain enthusiasm. ? Be adaptable: Adjust your pitch based on the customers reactions. ? Be focused: Always tie your pitch back to the customers needs. Debrief Question ? Salesperson: What worked well in your pitch? What would you improve? 1
  • 2. Customer Handout Role: Act as a potential buyer with a specific role and set of needs. Your Task 1. Choose a Role: o Examples: ? Student: Needs a reliable pen for fast note-taking during long lectures. ? Executive: Wants a professional-looking pen for signing important documents. ? Artist: Looks for a smooth ink flow for creative sketches. 2. Establish Your Needs: o Think about what youd prioritize in a pen: ? Comfort? Style? Reliability? Ink quality? 3. Provide Realistic Responses: o Answer the salespersons questions honestly based on your role: ? "I usually need something lightweight since I write a lot during meetings." ? "I prefer pens that dont smudge, as I often take quick notes." 4. Raise Objections: o Challenge the salesperson by expressing doubts: ? "How is this better than the pen I already have?" ? "Im not sure I need another pen right now." 5. Evaluate the Pitch: o After the interaction, consider: ? Did the salesperson understand your needs? ? Were they convincing? Customer Tips ? Stay in character to make the exercise realistic. ? Be detailed and specific about your needs and objections. ? Give constructive feedback after the activity to help the salesperson improve. Debrief Question ? Customer: Did the salesperson address your needs effectively? What could they have done differently? 2