Purpose of the meeting
Introduce self Introduce new idea. Evoke interest. Initiate action. Educate or inform. Propose recommendations and gain
acceptance. Clarify points. Evaluate or interpret a situation. Persuade. Other
Adaptability to change
Innovator Early Adopter Early Majority Late Majority Laggard B P O U T
Budget Potential Ownership Urgency Timing
Call Sheet
__ / __ /2013 Customer name : Person you call on: Designation : Coordinates:
Personality Profile
Intellectual Controller Passive Enthusiast
Individual Motivators Recognition. Achievement. Detail. Affiliation. Power. Lifestyle.
Corporate Motivators
Financial Operational Culture
Buying behavior
Economic. User. Technical. Coach
Reasons behind buying:
Maintain operation of existing assets. Increase capacity (organic growth). Acquire new capacity (modular growth). Compliance (regulatory). Peer pressure. Retire & Replace. Developed needs (re-engineered vision,
Personal & Professional trends) Replenish (consumables). Others
Annual report. Analyst report. Bad press. Long queues. New management. Mergers & acquisitions Returned goods
Customer pain:
Revenue/profit loss. Loss of accounts & customers. New products not meeting
expectations. Slow response time. Uncollected revenue. Unfavorable “KPI”. Customer satisfaction. Time required to do ???? is long. Cost is high compared to competition. Employees leaving the company.
Triggering event:
Departmental
Organization
Performance
External Preparing for a
presentation:
I Introduction
B Background
O Objective
A Agenda
T Time
I have six serving friends, they taught me all I knew. Ther names are wh
Organizational
Increase revenue, reduce cost, improve profit, reduce turnover, improve co.
image, streamline deliveries, reduce cost per unit, and reduce manpower cost
per hour.
External
Competition, Political, Economic, Social, and Technological.
Departmental
Add additional production shifts, increase sales per client, improve AR,
streamline client check in, reduce lost packages, process invoice delivery
faster, reduce employee absenteeism, improve lead generation
Performance
Respond to all service call within 24 hours, make 10 collection calls per day,
redesign reception lobby, implement ERP by year end, finish end of day
processing before mid-night, start production line 30 minutes earlier, prospect
20 new clients per week,
Conclusion & next steps
Presentation Product demo Conference call Quotation Product demo Needs analysis Committee meeting Purchasing dept. meeting Contract submission Invoice Client commitment
Actions, dates, and responsibility
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