PERSONAL EXPERIENCE

Hi everyone,

I'm going to try to explain to you all my experience, struggles and what I learnt out of all that.

At first, when we started the course, I thought that doing survey in "the real world" would be as easy as doing role play in class. I quickly found out that the previous experience I had would be almost useless.

First of all, people in the streets (or on-line) don't want to spend time with a stranger and answer him questions about a topic they might not care about. The questions have to be quick, understandable and precise. Nobody wants to answer vague questions and if they do their answer would be as useless as the questions.

The first step for me was to behave as if I was the customer and think about what kind of question I would like to answer or, which is more important, would create interest in me.

The second step was to work on my introduction. I found out that a punchline and a great smile were the best "weapons" to start an interview a be able to ask my questions.

The first interview were long and stressful but once I started to be more confident about the content of what I was asking, I quickly felt better and since then I had better answer and better results.

Besides that another difficulty was to work with a product and a sector that I  didn't perfectly knew and mastered since the begging.

These are the main line of my experience during this course.

Lucas Martinez

Yvette's interview with a potential customer

This video has been made during the last class of negotiation skills.  Yvette and I had to find a potential customer and our goal was to make him/her sign an ''intent to buy agreement''.  Succesful mission!  We were walking in Yvette's neighbourhood, not far from TBS when we saw a mexican girl, that could be our potential customer.  We approached her, and started talking to her.  Then we introduced Fabulyzer, and she seemed very interested and curious about it.  When then asked her if she wanted to know more, and she said yes.  We told her that I was going to record the interview, but that she would not be filmed.  So here's the interview.  I am glad we found her because we spent at least 15-20 mins going round in circles.  Finally, she signed the ''intent to buy agreement''.  When we had finished with her, she saw her friend, called her name, and she came.  She quickly explained the product to her frind, which was very interested also, so we got a second intent to buy agreement.

Article

Hey!

Here's an article that helped me prepare for the sales negotiation. It's the top 10 effective negotiation skills. Hope it will help you as well.

Click here to have a look at it.

Have a nice day!

The 3 major aspects I should change in my sales video are:

-        -   I might do a different introduction. When I start speaking with the potential buyer (in this case I know her) I could skip some points such as name or current occupation. However, I think that the rest of the conversation was quite well structured.

-        - When I speak about illness, I am laughing and when you are speaking about an important matter like health, you have to be really serious. I could maybe introduce the topic more gradually.

-        -  Before introducing Fabulyzer, I should ask more about Carolina’s background. I’m going too quickly to the point. When I was doing this in the street it was easier because I didn’t know the person. From my point of view, it is harder to sell something to a person you know than to a stranger.

Team JEEP video interviews

Here are our two video interviews. The first fitting our business man persona, despite him being a student he fits the same characteristics we outlined for this persons for example lack of time. The first interviewee gave us an email only to provide him with more information rather than 'Intent to Buy'. Our second interviewee fit our trend follower persona with characteristics such as keeping up to date with the latest exercise routines and devices, as well as wanting to look good and keep fit. This interview was successful with us gaining a signed 'Intent to Buy' contract.

My first sales agreement

Interesting article on how to make a good sales pitch.

http://blogs.salesforce.com/company/2014/02/how-to-make-good-sales-pitch.html