*Hand  Shake  and  look  in  the  eye  Ask  him  to  take  a  seat  and  hand  proposal  Rapport  Building:    SR(ME):  Thank  you  again  for  taking  time  out  of  your  busy  schedule  to  meet  with  me  today.  The  reason  why  I  asked  you  to  attend  this  presentation  is  that  based  on  what  I  learned  about  your  sales  and  marketing  operations  in  our  last  meeting,  I  feel  that  NetSuite  can  provide  a  CRM  solution  that  will  help  your  firm  significantly  decrease  costs  and  increase  sales  revenues.    If  I  can  demonstrate  this  to  you  during  our  presentation  today,  would  you  be  interested  in  such  a  solution?          Buyer:  …    SR(ME):  Wonderful.      I’d  like  to  begin  the  presentation  by  discussing  today’s  agenda  to  give  you  a  road  map  of  what  we’ll  be  covering  today.    

• First,  I’ll  begin  by  reviewing  and  confirming  with  you  the  Sales  and  Marketing  Challenges  that  you  expressed  in  our  last  meeting,  as  well  as  the  specific  ways  in  which  you  said  that  these  challenges  are  affecting  your  business.  

• Next,  I’ll  discuss  with  you  the  various  ways  in  which  the  NetSuite  CRM  Solution  that  we’ve  crafted  for  your  organization  will  address  these  challenges,  and  significantly  improve  your  business  results.  

• After  that,  I’ll  discuss  with  you  the  cost-­‐benefit  analysis,  which  shows  the  specific  financial  details  of  how  the  NetSuite  CRM  Solution  will  significantly  improve  the  financial  performance  of  your  sales  and  marketing  operations.

And,  then  will  we  conclude  the  presentation  with  a  wrap-­‐up  conversation. SR(ME):    Does  this  sound  reasonable?      Buyer:  …      SR(ME):    Let’s  begin  by  reviewing  what  I  have  today  as  the  Sales  and  marketing  challenge  of  your  company  from  our  last  meeting  so  I  am  able  to  re-­‐confirm  that  it’s  accurate.      SR(ME):    From  the  last  meeting,  firstly  you  said  your  company  has  lack  of  management  in  the  salespeople  especially  towards  their  listed  qualified  prospect,  what  result  in  the  decreasing  of  number  of  prospect  that  is  seeking  for  solution.  Here  are  the  estimated  financial  implications  I  have  calculated.  Your  company  will  be  gaining  $125,000  yearly  if  salespeople  of  25  are  able  manage  their  list  well  and  make  additional  sales  each.      SR(ME):    Also,  secondly,  you  mentioned  your  company  is  having  problem  in  the  reporting  system,  as  it  does  not  get  accurate  and  timely  information  when  accounts  decide  to  buy.  Therefore,  results  in  having  difficulty  in  scheduling  work  crews  and  bidding  crews  and  also  the  choice  to  hire  another  project  manager  in  order  to  maintain  the  current  level  of  business.    I  believe  this  is  not  what  you  want  am  I  right?      Buyer:  …    SR(ME):  Now,  I  would  like  to  discuss  how  NetSuite  CRM  Solution  will  help  you  to  address  the  sales  and  marketing  challenges  that  you  and  I  just  confirmed  and  also  improve  your  organization’s  business  performance.  Therefore,  may  I  proceed  with  this  discussion?      Buyer:  …    

 SR(ME):  So,  NetSuite  CRM  Solution  provides  a  sales  force  automation  equips  the  sales  team  with  an  accurate  record  of  each  opportunity  and  its  status,  a  complete  view  of  the  prospect  and  real-­‐time  access  to  every  detail.  These  are  the  benefits  of  Sales  Force  Automation  as  the  solution  to  your  problem.  (Refer  slides)      SR(ME):  Here’s  a  visual  that  I  believe  will  help  you  better  understand  the  software  we  are  trying  to  promote.  This  is  what  Sales  Force  Automation  looks  like  in  the  software.  Does  this  make  sense?      SR(ME):  Before  I  continue  on,  as  I  want  to  re-­‐confirm  with  you.  You  said  before  that  by  hiring  another  project  manager  would  add  more  cost.  Am  I  right?  If  so,  our  company  also  has  a  solution  for  you,  which  we  provide  a  Suitecloud  platform  (real  time  dashboards,  reporting,  analytics  and  planning.)  NetSuite  delivers  built-­‐in,  real-­‐time  based  dashboards,  reporting  and  analytics  enabling  your  sales,  marketing  and  service  teams  to  monitor  personalized  key  performance  indicators  and  access  the  latest  sports  as  part  of  their  everyday  activities.  These  are  the  benefits  of  Real-­‐Time  Dashboards  (Suitecloud  platform).  (Refer  slides)    SR(ME):    In  order  to  have  a  better  understanding  how  Real-­‐Time  Dashboards  works,  here  is  a  visual  of  what  it  look  like.      Buyer:  …    SR(ME):  After  I  have  shown  you  two  solutions,  I’d  like  to  walk  you  the  cost-­‐benefits  analysis.  This  is  all  based  on  the  information  you  provide  during  the  last  meeting  and  today.  I  believe  this  will  enable  you  to  understand  much  better  towards  software  investment  and  the  financial  benefits  for  your  firm.  May  I  proceed  with  the  discussion?      SR(ME):  Let’s  us  start  by  looking  at  the  Yearly  NetSuite  CRM  Investment.  I  will  discuss  with  you  later  about  each  financial  benefits  of  the  software.  As  you  can  see  on  the  screen…  (Refer  to  slides)  So  far,  does  this  make  sense?  Here’s  the  yearly  NetSuite  CRM  Financial  Benefits  (Savings)  calculation.  As  you  can  see  on  the  screen…  (Refer  to  slides)  Lastly,  the  calculation  of  the  total  yearly  financial  benefits,  so  far  does  this  make  sense?      Buyer:  ….    SR(ME):  In  conclusion,  did  we  confirmed  at  the  beginning  of  today’s  presentation  that  you  were  interested  in  a  CRM  solution  would  enable  the  company  by  not  hiring  another  operation  manager  by  sales  force  automation.  Also  CRM  solution  that  would  able  to  increase  25  additional  sales  per  year  by  providing  Real-­‐time  system  to  update  every  client,  and  given  that  how  every  client  is  worth  $5,000  which  will  get  $125,000  in  total  per  year  of  savings.  Is  that  right?      Buyer:  …    SR(ME):  And,  during  today’s  presentation  did  I  show  you  in  convincing  way  how  the  CRM  solution  will  provide  your  company  with  solution  for  both  your  reporting  problem  and  managing  client’s  list  problem  with  sales  force  automation  and  real  time  reporting  system.  Is  that  right?      Buyer:  …    SR(ME):  And,  did  I  also  provide  a  cost-­‐benefit  analysis  that  both  made  sense  and  that  you  found  attractive?      Buyer:  …      

SR(ME):  Then,  why  don’t  we  go  ahead  &  get  the  “paperwork”  started  so  that  you  organization  can  start  reaping  that  benefits  of  the  NetSuite  CRM  Solution  as  soon  as  possible?      Buyer:  ….    SR(ME):  *Present  buyer  w/  contract  &  pen