Daniel Hanson, Teresa Schirmer, Derek McLeod, are new staff working in the marketing department of Tevantry Tech Ltd Co. which is an internet based consumer electronics company selling mp3/mp4, lcd panels and usb drives. They have just got a sales training program in the company and are sharing their understanding of the program in the training room of the company.

场景：公司培训室  人物：Daniel Hanson、Teresa Schirmer、Derek McLeod

Daniel Hanson: A rather interesting and useful training program, isn’t it?

Teresa Schirmer: Sure, a very impressive one.

Derek McLeod: Yeah, actually, everything can be sold, from products to service as showed in these pictures.

Teresa Schirmer: That’s right. The key point is how to sell successfully.

Derek McLeod: That’s why we have to take this training course. Those knowledge and skills introduced are important. As a sales person, we have to know clearly about our product and its main feature such as the strengths and weakness. Besides, we have to know our competitors’ products.

Daniel Hanson: Right, we also need to listen to what our customer tells us and try to meet each client’s wants and needs.

Teresa Schirmer: Yeah, when we need to do sales interview, we have to plan the three stages well beforehand.

Derek McLeod: Three stages?

Teresa Schirmer: Don’t you remember that? These three stages are the opening stage, the building stage and the closing stage. In the opening stage, we have to make a phone call and talk to the client in person, not his or her secretary. Then we introduce ourselves and try to make an appointment with the client.

Derek McLeod: Oh, that reminds me of the idea. Building stage is actually the sales interview. We have to prepare well and practice it if it is necessary. We need to dress appropriately for the occasion and behave in a friendly, confident and business-like manner.

Teresa Schirmer: Yeah, what’s more, we should clearly introduce the features and benefits of our product to the client. Ask open questions to find out what his or her needs are, match our product to those needs and encourage him to place an order by mentioning the other well-known firms who use our product.

Derek McLeod: En, and make sure we only talk about half the time and let the client tell us what he wants in this stage.

Daniel Hanson: Then, what if there are objections? How to deal with this hardest thing?

Teresa Schirmer: You poor guy. The trainer says objections suggest an interest in the product. The client may be looking for reasons to justify to his superiors or his colleagues for buying our product. If we can answer these objections convincingly, we’re well on the way to making a sale. So the important thing is to prepare answers for all foreseeable objections.

Derek McLeod: Right, yeah. Maybe when we come across objections, we have to be patient enough to convince our potential customers of the features and benefits of the product. AIDA theory is a very good way to follow in promoting a product.

Daniel Hanson: Definitely, and I’m afraid we should avoid arguing with the client.

Teresa Schirmer: Of course not, it’s not such a reasonable thing to do! Well, we come to the third stage. In the closing stage, we have to be alert enough to recognize that our client wants to buy the product and he is ready to place an order. Then thank him for the order.

Daniel Hanson: En, these are very useful skills for selling.

Derek McLeod: Yeah, this training program benefits us a lot.

Daniel Hanson：Indeed.