To professor: Athena Hurezeanu
| Demonstration Worksheet
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| Features to Be Demonstrated
| Proof Device to Be Used
| What I Will Say (Include Benefits)
| What I or the Customer Will Do
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Tuning car engines without opening a chip and ECU
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Brochure
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“Brochure mentions that you save time as ECU and chip are not allocated and subsequently sent to other countries for tuning. Instead, the cars are tuned locally.”
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The customer will look through information in brochure.
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Lifetime warranty on its services
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Portfolio
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“Portfolio provides you a guarantee on repairing all strayed settings for cars without any charge.”
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Give the customer portfolio that will make him certain that he gets lifetime warranty on the services
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Increasing the performance of cars without voiding the original manufacturer’s warranty
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Certificate that represents original manufacture’s warranties which are used without voiding
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“Certificate assures you that you can still use the car’s original manufacturing warranty and get better in performance, faster car.”
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The customer will make sure of the benefit of the service by looking at the certificate.
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| Negotiation Worksheet
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| Customer`s concern
| Type of Concern
| Possible responses
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“I have an offer from another seller with similar way of conducting the service for even cheaper price.”
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Price
| Direct Denial
“As if you acquire the products from Eurotecnik, we will provide you free shipping of the tuned cars to the place you want to receive it. In addition, we offer 20 % discount for the order of tuning 5 or more cars at one time. This order will gain you a good profit.”
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“Today I do not have enough cash available to buy your service”
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Time
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Superior Benefit
“What do you think if you take time until you have enough money to acquire the service or we can sell you our services on 90 days credit?”
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| “I had bad experience with another similar company that provides similar services and I wish to find the company, which will open the parts and will send them to other countries to manufacturers.”
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Source
| Direct Denial
“We propose it is not a good idea to send the parts for tuning to other countries as we tune it locally and our company provides a lifetime warranty on its services. Basically, Eurotecnik saves customer’s waiting time.”
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| Closing Worksheet
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| Closing clue(prospect)
| Closing method
| Closing statement(salesperson)
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“How much time does it usually take for your company to finish tuning 6 cars?”
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Assumptive Close
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It will take approximately about 1 months to finish tuning the cars. Let’s schedule for the service?
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Ok, I understand what you mean.
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Trial Close
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Will you able to make a $1000 down payment right now?
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Could you repeat the list of the benefits Eurotecnik provides?
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Summary-of-Benefits Close
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By buying tune products from Eurotecnik, you get lifetime warranty on its services, which completely insures you, and youcan tune cars with the original manufacturer’s warranty. In addition, the company saves your waiting time as it performs the service locally without opening ECU and a chip and afterwards sending the parts to manufactures in other countries. Would you like me to continue and add you on the order list?
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