Reality Selling Today Role Play Sales Presentation

EVALUATION SHEET REALITY SELLING TODAY ROLE PLAY SALES PRESENTATION

Instructions: Score each item on a 0 to 10 scale with 10 being the best possible score and 0 being the absence of the selling skill or behavior being considered.

Items to Consider Evaluator Comments:

______Approaching the Customer (10%)

Presented appropriate salesperson appearance Made appropriate introduction Adapted to the communication style of buyer Built rapport and made good social contact Converted effectively to needs discovery

______Needs Discovery (30%)

Asked adaptive questions including survey and probing questions, Used active listening—took notes and confirmed understanding. Understood who was making buying decision Uncovered relevant buying facts Fully understood needs of buyer Converted effectively to Product solution and presentation

_____ Product Solution, Presentation, and Demonstration (30%)

Presented product selection that met needs of buyer Presented benefit statements Understood and knew product well Asked Need-Satisfaction Questions to capture pleasure of solution Used effective selling tools Involved buyer in demonstration Gained understanding with confirmation questions

_____ Negotiated Buyer Resistance (15%)

Sought clarification of objections with confirming question Used effective methods to respond to customer’s objections Adapted response to buyer’s communication style Converted effectively to close

_____ Closing and Servicing the Sale (15%)

Recognized buyer’s closing clues Adapted closing methods to buyer’s communication style Outlined actions after customer responds (product fulfillment Next appointment, follow-up calls, etc.) Projected enthusiasm and confidence Spoke clearly, concisely and professionally

Additional Comments: