The Effective Salesperson
Objectives: Learn a technique for selling
an inexpensive product in a retail store.; Recognize a buyer’s thought
processes in making a purchase; Elicit information from a prospective buyer
through questions; Match the buyer’s situation with the most appropriate
product . (Time: 8-12 mins)
5 parts:
1.
3-5 minutes role play with your
partner choosing a scenario
2.
Present a 3-4 minute speech
about the persuasive process used in sales. To help your audience better
understand the objectives and to evaluate the presentation
3.
Briefly introduce the scenario
you have chosen to role play and your partner
4.
Enact the 3-5 mins scene with
your partner
5.
2-3 mins informal discussion
with your partner and your audience about the persuasive process . You may want
to ask what you could say or do differently.
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My friends, winter is around us now, what
feeling do you have besides the cold? Do you have central heating at home? I am
sure lots of people does. Otherwise, it would be too cold. What is the
temperature you set for your heating usually? Does your throat feel
uncomfortable and your skin becomes dry at this time?
Dear Chairman, dear toastmasters and my
distinguished guests, my name is Tabitha. I have been noticing my skin getting
drier and my throat gets dry since I turned on the heating system this month. Once the heating system is on, the heat takes away
moisture from the air so our body feels it. So we feel thirsty we drink a lot
of water. But what might happen to our skin if it is thirsty? Today I am going
to show you a device that everybody needs in the long winter.
This is the new humidifier for this winter.
It is different from the humidifier you have seen in Wal-Mart or other superstore
What is the difference?
First, the new model is small. You can
bring it with you anywhere you want. Sometimes I need to travel to other
places, and this humidifier is very handy. I put it in my luggage and I take it
with me.
Second, this humidifier is capable of using
scented oil. It can be used as a diffuser for your own choice. Any oil you like to make you feel relaxed and happy.
You can create a SPA feeling in your home in 1 minute. I usually add rose
extract or sometimes lily extract in it…and it makes me feel so soothed…
What oil do you like most? Yes, just add
three drops into the water and you will have the light fragrance in the air.
Isn’t it nice?
Third, the design is so nice. Don’t you
think so? It is a streamlined design It looks like a piece of art .we enjoy
looking at. It is like a drop of water or a delicate flower vase made by a
skilled craftsperson. When looking at it, the mist evaporates from the delicate
vase, it makes me feel peaceful, sweat and dreamy. Isn’t life beautiful with
this little device?
Last but not least, this humidifier is very
simple to use. You just take off this top ,and then this little cap, add tap water
in, add in several drops of your favorite essential oil. Plug it in and it
starts working in 30 seconds.
This humidifier is not just a humidifier.
It is my handy cutie partner in the long winter. It is your carry-on SPA
device. It is also a display which pleases you and it complements your décor.
Finally the price is only 30 dollars plus
tax. If you purchase it now, we will pay tax for you since we are now having a
tax- free event for today only. No hesitating, we only have 10 left and we
already sold 40 pieces last week. Christmas is approaching; it can also be a
great gift for your family or your friends. Since we are having a promotional
event, if you purchase two or more, we are going to give you an essential oil
for free of your choice, which is a value of 15 dollars.
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Now in order to
illustrate the selling process, I will invite my partner xxx to come up and
have a role-play on this. In this play, I am the sales person and xxx is the
customer. Every role is just a mock role and not real. In this mock play, she
just sent her kid to an afterschool drawing class in Richmond center. The class
is only 45 minutes long and she is randomly shopping in the center. I am going
to demonstrate the selling skills from the toastmaster manual in the mock play,
such as build rapport, engage with the customer, find out about the buyer’s needs
and goals, create value for the buyer, maintain a good attitude, ask questions)
Hi, madam, how are you?
Are you shopping by yourself today?
Are you looking for something in particular?
The weather is so cold, isn’t it? What
temperature do you set your heat at?
When I brush my hair, is the electricity
amazing? I feel like I have to use more moisture and conditioner after I turned
the heat on. But I still do not feel enough…
Let me show you something might interest you.
This is one of the solutions that work well for me.
This is our latest humidifier. Isn’t it
nice? Do you use a humidifier at home? How many do you have? I have 2 of these at
home. One is in my bedroom, one in my kids’ bedroom.
I just bought this as the 3rd
one for my home and I am going to put it in my study. Why I need 3? Because the
air becomes really dry after turning on the heat. A humidifier helps put back
some moisture in the air, which is good for everybody’s health in all winter.
Do you or your family have allergies ,nosebleed
or feel uncomfortable because of the cold? A humidifier really keeps your nasal
passages lubricated, which helps speed up the healing process when you're under
the weather. For people with allergies , humidifiers can purify the air and
makes you feel better.
The most important function to me is that a
humidifier support beautiful skin: Soothe dry skin by sleeping with a
humidifier on through the night. In the morning, you'll not only notice that
your face looks more supple, but your hands and lips won't feel dry and
dehydrated either.
Our humidifier is easy to use, easy to carry
, also you can add essential oil into it and create a SPA feeling in your
bedroom or wherever you put it. And isn’t the design nice? It compliments all
the decorations in your home., it is pleasing the eyes.
Do you want to have one for yourself? We
now have a promotion, the original price is 30 plus tax, if you get it now ,you
do not need to pay the tax. And if you purchase 2 or more, you have a secented
oil for free, which we sell at 15 dollars usually.
We have sold 40 sets last week, lots of
people purchase it for home, and purchase it as gifts for Christmas.
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