Joyworld Photo Company is a photo editing company. Most of the customers are photographers who take photos and bring them to the company for editing. On completion of the work, the customers can pick their photos as they pay.
The main product of the company is the photo. The editing process involves cropping the shots. It involves the removal of unwanted portions (Sjodin 333). The editor needs to remove the sensor dust from the photos by using the healing brush. The adjustment of the levels is another step in the editing procedures that help to boost the contrast
The editor also needs to boost the saturation by fine-tuning the shots. There is the use of the conversion tool to alter to different colors. The last step is to sharpen the image by enhancing its brightness and then resizing it according to the customer’s demands. The editor can save the image as TIFF or Jpeg. When the editing process is successful, the editor prints the finished products (Stinson 423).
The best sales presentation is a memorized presentation. The assumption would be that the presentation would stimulate the needs of the customer. The customer would realize the benefits and advantages of using the product and seek to use it (Charles 230). The affirmative requests would then become purchase requests. It would involve 80-90% of the talking by the salesperson. All the details would be available for quick decision making by the organization.
The sales approach to use would be the statements and questions. The questions would help the customer to see the customer benefits. It would make the customer curious (Coe 175). It would enable the customer to give a valid opinion of the services and product. The statement method would enable the customer to get the introductory details about the product (Tracy 275). The presentation would encourage the customer to refer other customers to see the benefits of the product. There would be premium benefits to the customer including good offers (Stinson 423).
The product objection would be that the product would not match the competition. The best way is to present to the customer the same argument that some customers had, and now they support the product fully. A video can be available to show the results. The source objection would be that the company has not been around for a very long time (Coe 175). The best response would be to state that the people who have invested in the business are some of the largest investors. They have committed to support customer warranties for the next fifteen years.
The money objection statements would be that the price is much higher than anyone else. The encouragement to the client is to look at the value for the price. The customer needs the photos within one hour, but the company processes them within twenty minutes. The customer gets an additional three different photos for every ten photos they do.
The hidden objection might include statements like ‘I have to think about it first’. The customer may be using cover-up tactics. The best decision would be to encourage the customer on the importance of building relationships and how to uncover the risks (Keller 189). The no-need objection might be that the customer does not see the need for the photos service. By stating the benefits and advantages, the customer may have to think about business success and make a decision (Tracy 275).
The two methods for closing the sale would be Negotiation and Assumptive methods. In negotiation, the customer would want to know about the modalities of the business, the payments, and the delivery process. The customer would want a customized approach. It would be prudent to assure the customer that the requests would be put into consideration (Keller 189).
The next step would be to force a decision (Sjodin 333). It would be through a question like ‘how many photos would you be ordering for in the coming week?’ The assumptive method would be that the customer would be coming to purchase in a week. The customer has become a friend of the business. Another assumption would be that the customer would move all the business from the competitors to the Joyworld Photo Editing Company.
The main reason for marketing is to ensure that the company makes a sale. The presentation is one technique that is essential to business growth. The business-to-business approach enables a company to increase the chances of making long term sales. The company may also get references through such business engagements.
Works Cited
Charles, Futrell. Fundamentals of Selling, 13th ed. Homewood, Illinois: Irwin, 2014. Print.
Coe, John M. The Fundamentals of Business to Business Sales and Marketing, New York: McGraw-Hill, 2004. Print.
Keller, Nadine. Make it all about Them, Hoboken, New Jersey: Wiley, 2013. Print.
Sjodin, Terri L. New Sales Speak, New York: John Wiley, 2001. Print.
Stinson, Paul. Sales, Marketing, Business and Finance, New York: Ferguson Pub., 2008. Print.
Tracy, Brian. The Art of Closing the Sale, Nashville: Thomas Nelson, 2007. Print.