Question

Frank is a salesman of Richard Laundry Equipment. He wants to give a presentation to a five star hotel for setting up an in-house laundry system. The hotel manager sent Frank the hotel's requirements and space constraints for a laundry system. Frank prepared a layout which suited the hotel's requirements. Frank has to select an approach for his allotted ten minute presentation. What advice can you give to Frank

Answer 1

Answer: Use customer benefit statements due to the time allotment.

Explanation:

The options include:

a. Use the curiosity approach to generate interest.

b. Open with a demonstration to convince the prospect.

c. Use customer benefit statements due to the time allotment.

d. Use the product approach to make the prospect aware of discounts.

e. Open with the premium approach as the prospect is a five star hotel.

Based on the information given, the advice that'll be given to Mike is to use the customer benefit statements due to the time allotment.

We should note that the benefit statements are typically used in scenarios whereby one knows the critical needs of the customer and there's a short time available for a presentation to be done. Since the Tim tht Frank has is short but he already knows what the hotel wants, then this is the best option.