Successful direct sales strategy can be broken down into 5 EASY STEPS:
- Quick Intro
- Lead Interview
- Next Steps
Imagine you are representing a new company called ‘Newbie’.
‘Newbie’ is a company is selling online course management software, like Udemy. Take a look at the direct sales strategy example script below to watch ‘Newbie’ have a successful sales conversation using the 5 easy steps!
Continue below to see Newbie’s direct sales strategy example script.
Or.. Watch Newbie’s Conversation as a Free Lesson Preview on Udemy!
Find it under 5 Easy Steps to a Successful Sales Conversation (Overview) > Role Playing: ‘Newbie’
Direct Sales Strategy Examples: Icebreaker
Newbie: “Hi! What organization are you at the show with today?”
Lead: “Me? Oh, I’m with Itty Bitty College in Oregon.”
Direct Sales Strategy Examples: Quick Intro
Newbie: “I’m Tina and I’m here with Newbie. We’re demo-ing our new online Course Management Software. What do you do at Itty Bitty College?”
Direct Sales Strategy Examples: Lead Interview
Lead: “I’m head of IT… [looking around at booth?] new course management software huh? Do you install on our servers or what?”
Newbie: “Newbie’s solutions are actually hosted online by us. We’re ideal for colleges that don’t want the hassle of hosting or managing the software themselves.
If you don’t mind me asking, what software does Itty Bitty College currently use to manage its courses?”
Lead: “Eh, right now nothing. I’ve been pushing for moving things online for some time now. The boss thinks putting the course management online would cost too much.”
Newbie: “Well, one of the advantages of a hosted solution like Newbie is that it is much more cost-effective. Pricing for a college with under 1000 students usually starts around $2500–”
Lead: “Hmm, the last quote we saw was around $10k. However, we’ve got 2000 students.”
Direct Sales Strategy Examples: Next Steps
Newbie: “Is your boss at the show? Our CEO will be giving an in-booth presentation today at 3PM discussing why Newbie’s hosted solution is perfect for colleges like yours. Can I sign the two of you up?”
Lead: “Yeah, I’ll see her later. You can sign me up for now, and I’ll ask her if she wants to come with. I’d like to take a look at your system, but I’m meeting some folks for lunch.”
Newbie: “Do you have a business card? I’d be happy to email you a link to our free web demo and maybe drop a few brochures in the mail about our small college solutions…”
Lead: “Yeah, that’d be great” (hands card).
Direct Sales Strategy Examples: Disengagement
Newbie: “Ok. Hope to see you and your boss back here at 3PM. Enjoy your lunch!”
In this article, we’ve seen an imaginary company called ‘Newbie’ have a successful sales conversation with a trade show lead.
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