Professional selling questions – b2b sale

North Toronto Soccer Club

Project Part 3: Research Report – DUE WEEK 12

Breakdown of the Field Based Research Paper (Minimum one page each for each section, double spaced). Make sure you use this format and answer ALL of the questions outlined below.
Create questions that will relate to some of the suggestions provided for each section
1. Title Page
2. Interviewee Profile: How did they get into sales, background, career path, compensation (salary, commission, mix, etc.), typical day, what career path do they see for themselves. What formal or informal training or education do they have pertaining to sales?
3. Prospecting: What was the process you used to choose your top 10 prospects? What approach did you take to contact your prospects (email, phone, etc.) What challenges did you face and how did you overcome them? Be specific. How many calls made, emails sent, follow-up. How long did it take you to land a confirmed appointment?
4. Probing: How does the salesperson probe to uncover needs? Do they use SPIN or similar process?
5. Business Case: How does the salesperson build a business case on why their clients buy
6. FAB’s: How does the salesperson connect their product/service’s benefits to confirmed needs
7. Objection Handling: How does salesperson handle objections? What process do they use, system, challenges they face, common objections. Best practices to handle.
8. Closing: How does your prospect obtain commitment? What challenges do they face? What ratio of prospect vs closing?
9. Summary: Outline one surprise or “aha” moment that you learned from the interview experience that goes beyond what was learned in the course. What is one concept from your interview that relates directly to a class concept?
10. Question and Answer: Put your question and answers in an appendix (you will want to record the interview with a device WITH THE SALESPERSON’s prior approval)
11. Evidence: You must provide some evidence that this meeting actually happened. This could be the prospect’s business card, a photo of you and your partner in front of the prospects work place etc.