Post on 22-Feb-2016
description
Beats by Dre Headphones
Drew Walters
PreapproachCompany or Organization
background/ history• Monster- Beats By Dr. Dre• Noel Lee started Monster out of his garage 30 years ago and now his son Kevin Lee is the current owner
Company policies Returns/refunds
Service provided
• One year limited warranty• Free Shipping• Ships within 24 hours of order
Product composition What is the product made
out of – relative quality
Constructed of advanced materials, combining extra-large speaker drivers and a high-power digital amplifier. Powered noise cancellation technology that keeps outside noise out
Product appearance Colors available
Special Design Features
• Smooth, thin, lightweight, soft and glossy• Black, red, white• Extreme comfort, headphone cable built in with a microphone, micro minijack, folding design, scratch resistant gloss finish
Care of the productMaintenance/ Cleaning
Comes with a Monster Clean Cloth with advanced Aegis Microbe Shield technology to clean your headphones along with an Anti-Microbial cleaning cloth
Price $349.99
Price range of similar products
• Skullcandy – $50 - $149.99• Bose - $139.95• Sony - $82
Items related or required for product use
iPod, MP3 player, computer, radio, etc.
Competitors (brands or companies)
Skullcandy, Bose, Sony
Item Description for Product
Feature/Benefit ChartFeature (fact about the product) Benefit to the customer of the feature (use a
selling statement)1. Extreme Comfort Big ear cups give you more room for a higher level of listening comfort.
Also with the plush ear cushions covered with ultra-soft breathable materials you stay cool and comfortable, unlike any other brand.
2. Powered Noise Cancellation System
For a full music experience, hearing all parts and sounds of a song including the artist without any outside interruptions of the noises going on around you, these headphones lock the noise out and keep the music
in.
3. Monster Headphone Cable An advanced Quadripole 4 twisted pair construction reduces signal loss for perfectly balanced sound and extreme clarity.
4. Monster iSoniTalk This headphone cable has a built in call answer button and a microphone so you can listen to music one second and easily stop to answer a phone
call the next.
5. Scratch-Resistant Gloss Finish w/ Monster Clean Cloth
With this shiny finish and glossy look, your headphones can now stay that way after heavy use because of the advanced materials used to design
this product. Also with the Monster Clean Cloth you polish your headphones, keeping that brand new, fresh look.
6. Folding Design and Touring Case w/ One Year Limited Warranty
With its folding design and hard and durable Touring Case, your headphones can stay protected and in mint condition for longer than ever. And if your set of headphones are damaged or have a malfunction, return them within the first year and receive a new pair on us within 24 hours.
Sales ApproachType of
ApproachTwo examples of the approach for your product/service
and selling situation Greeting Approach
1. Hello how are you doing today?2. Good afternoon…
Service Approach 1. Hello my name is Drew, how may I help you?2. Hi I’m Drew, what can I assist you with today?
Merchandise Approach
1. I noticed your interested in the Beats by Dre Studio’s. These headphones are top of the line. There are no other headphones like it on the market. What color would you prefer?2. These headphones are built with extra large speaker drivers and high powered digital amplifiers. With these two things combined you can listen to your music in a crystal clear, out of this world experience
Determining NeedsHow will you… Give an example of a question you
could ask for each of the areas listed
Determine the customers
needs
Do you have an iPod, laptop or Mp3 player?What kind of headphones have you had in the
past?
Confirm a selling point
that you have made
Do you have trouble listening to your music because everything around you is too loud? Such as conversations, cars, air planes, lawn mowers,
etc.
Ask an open-ended question to encourage
the customer to communicate
What specific features are you looking for in a set of headphones?
Clarify the customers point
of view
Am I correct in assuming that you’re looking for a product that can cancel out all sounds around you and play your music with high definition clarity like
no other pair of headphones?
Handling ObjectionsAnticipated Objection Method What you will say to answer the
objectionI don’t understand why I should pay $350 for a set of headphones when I can get some just like them for
half the price or cheaper.Third Party Joe Jackson, one of my customers thought the same thing a
year ago. He just called me the other day and said he still uses these same headphones every day and they’re so
durable that they look and work just as good as they did the first time he bought them.
Your prices are twice as much as your competitors Superior Point That’s true. Our prices are way beyond our competitors prices and that is because our product is twice as durable
and clear as our competitors. With unprecedented technology our headphones will work better and longer than
any other brand.Will I be able to hear my music on my way to work
when I ride the crowded and extremely noisy city bus everyday?
Denial Yes, you”ll enjoy only your music and never even notice there are loud people and noisy things going on around you
because of the unequaled Powered Noise Cancellation system that blocks all distractions out and keeps all of the
lovely music in. These headphones are so big I wouldn’t be able to wear them anywhere, they’d just get in the way.. Boomerang The headphones are big because they have ear cups with
soft plush cushions that comfortably fit around your ears leaving extra space. And because the cushioned ear cups fit so well you’ll forget you even had your headphones on at all.
Closing The SaleMethod To
Use To Close The Sale
Statement I Will Use To Close
Which Close The Studio headphones cancel out all noise around you for a clearer more pure listen. But the Solo
headphones are more lightweight and easier to use in an active lifestyle. Which one do you prefer?
Standing Room Only Close
I’m sorry but I can’t promise you that these headphones will stay at this price with a limited one year warranty forever. With this economy I see the
price rising soon and without a safe warranty.
Direct Close Based on what I’ve shown you, how do you feel about these headphones?
Service Close If you have any problems remember that there is a one year limited warranty and if you come back
unsatisfied we’ll give you your money back 100% guaranteed.