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you will assume the role of a salesperson for Dynamic Web Creations, a company that design and implements websites for businesses. Your prospect...
CASE: you will assume the role of a salesperson for Dynamic Web Creations, a company that design and implements websites for businesses. Your prospect will be Sunny Day Landscaping. Sunny Day Landscaping:
• Provides landscaping services to residential and business customers
• Invests in radio advertising and signage but has a poor, one-page website
• Receives 5-star ratings from its customers
• Is owned and operated by Bruce Wilson
• Sunny Day is a small but growing company, and is owned and operated by Bruce Wilson. You have seen many of their crews working in the Hamilton area, which suggests the business is doing well, and you can see that their services are highly rated (5 stars) on customer review web sites.
1. IMPLICATION ANSWER: So far you have been asked to imagine what you would say as the salesperson. For this question, I want you to imagine what Bruce might say in response to the implication question you wrote down in question 5 above. Remember, implication questions encourage the prospect to identify the consequences and impact of the problem being discussed.
Bruce might say: (ANS)
2. NEED PAYOFF QUESTION: writes a probing "Need Payoff" question that you could ask Bruce to get him to consider how valuable a new website might be - and how it would help him solve the problem he's identified and deliver specific benefits. We want Bruce to imagine how things would be different if the problem were gone.
Write 1 probing "Need Payoff" question. (ANS)
