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5 Cards in this Set
- Front
- Back
- 3rd side (hint)
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Open & Establish Rapport |
Greet the client and build small talk... Then go into: "I see the system has arrived, have you had a chance to make any impressions? Great! I need just a few seconds to configure the system. If you would, please grab anyone else who wants to be a part of the demonstration along with any documents you would like to see ran, and I will call you when it's show time." |
Sets the objectives for the demonstration |
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Establish Decision Maker |
Walk me through the process that your organization goes through when acquiring new office technology?
Ultimately who is the person authorized to handle the paperwork? |
Find out the DM and their time frame for acquiring new technology. |
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Review Needs |
Last time we spoke, you mentioned reliability, data encryption and network scanning were important to you, has anything changed? |
See if anything has changed |
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Gain Pre-Commitment |
When I am able to show you that the Toshiba 4540 will provide you with increased reliability, 256 bit data encryption, and increased productivity with network scanning, and of course, keep it affordable, will I be in a good position to earn your business today? |
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Gain Pre-Commitment Not In Market |
I don't know if I can but if u were able to get you out of that old machine and into new Toshiba technology with our March lease displacement promotion and of course keep it right around what you are currently spending, that's something you'd be will in to take a look at right?
Great! All I need from you is a copy of your current contract and 2-3 billing statements. |
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