1. Ing. MartinaŠteflová
AccountmanagerVIPdepartment
Individual business model

2. • Introduction
• How to make a successful call
• First meeting with client
www.seznam.cz
• First meeting with client
• How to offer your product?

3. Facts
This swimsuits are made
from TranSol fabric
www.seznam.cz

4. More facts…
TranSol is worldwide patented
substance, which was designed in the
development of computer technology
(CAD), which generates millions of tiny
www.seznam.cz
(CAD), which generates millions of tiny
squares and diamond-shaped openings
that transmit up to 80% of the sun's rays.

5. Would you buy them??
www.seznam.cz

6. Swimwear XXX:
• are manufactured in the UK
• dry 3 times faster than conventional swimwear
• are cool and highly breathable and therefore healthier for your
body and skin
Maybe you satisfy:
www.seznam.cz
body and skin
• are resistant to chlorine and salt water and sunscreen products
should not become dirty
• retain their shape and color even after many hours spent in the
sun
• washable up to 40 ° C

7. Just facts…
www.seznam.cz

8. • Tanned under the suit (without
removing)
• It does not have to be limited
in the fun on the beach at the
Advantage
www.seznam.cz
in the fun on the beach at the
expense of tan
• You will not wear wet bathing
suit (skin suffering from a skin
disease) - does not worsen
atopic eczema

9. „ok, it´s
nice! What
is the real
Presenting advantage..
www.seznam.cz
is the real
utility for
me???

10. Utility
www.seznam.cz
Utility

11. • Utility is the individual contribution of
a specific person (company).
• Utility arises when talking to client.
• The goods satisfy human wants.
www.seznam.cz
• The goods satisfy human wants.
Ability of a good or service to satisfy
one or more needs or wants of a
consumer.

12. Me:
What problems do you have on the beach?
Client:
I hate changing wet swimwear after swimming for dry
one. It´s embarassing
Utility
www.seznam.cz
one. It´s embarassing
Me:
Ah, those swimsuit dries 3x faster so you don´t need to
change your swimwear after swimming so you don´t
feel embarassing

13. Utility
Me:
Why do you go to a nude beach?
Client:
I don´t want to have white stripes on me but it´s a pitty,
that all of my friends go to a normal beach.
www.seznam.cz
that all of my friends go to a normal beach.
Me:
Oh, these swimsuits will allow you to sunbathe without
removing them. So you can join your friends

14. This swimsuits are made from TranSol fabric
TranSol is patented substance worldwide , which was designed in the
development of computer technology (CAD), which generates millions of
tiny squares and diamond-shaped openings that transmit up to 80% of the
sun's rays.
Traditional sale
www.seznam.cz
• are manufactured in the UK
• dry 3 times faster than conventional swimwear
• are cool and highly breathable and therefore healthier for your body and skin
• are resistant to chlorine and salt water and sunscreen products should not
become dirty
• retain their shape and color even after many hours spent in the sun
• washable up to 40 ° C

15. Sales over utility
www.seznam.cz

16. Shoes
Facts:
Material: Dri-Lex ® fiber, which keeps the temperature and moisture.
Advantages:
In winter foot don´t get cold, in summer don´t sweat.
Find the needs:
www.seznam.cz
Find the needs:
"In what season do you run?"
"In the summer."
"What bothers you on the current shoes?"
„Sweating my feets...„
Utility:
„The material of these shoes does all the moisture out, so you don´t have
sweaty feet in summer.“

17. • What Seznam do?
• What client do?
• What client wants to communicate
• Target group
First meeting with client
www.seznam.cz
• Target group
• Timing
• Budget
• Goal
• season, competitors, (competitive advantage),
what location

18. Sales rep:
„What do you want change in your restaurant?“
Client:
„I would like people to order meal which they normaly
don´t order. Maybe they don´t know how to say their
Advantage of dialogue
www.seznam.cz
don´t order. Maybe they don´t know how to say their
names…“
Sales rep:
„This we should arrange with iMenu. We will allow your
guests to read about all the dishes, get to know them.
Would you like to pronunciation was written with meals
or guests can listen to it? "

19. 1. Write down what benefits have your
product for client
2. Write down questions which leads to
confirmation that client needs these
benefits.
What to do
www.seznam.cz
benefits.
3. First present benefits that client confirmed
that he needs.
4. Next benefits present just when client isn´t
sure and he needs to hear more

20. Can I introduce you what does Seznam
offer?
Arrange an appointment by phone
www.seznam.cz
No, thanks.
Send me a mail.
And what is it? How much does it cost?

21. What utility will client get from meeting you?
Arrange an appointment by phone
www.seznam.cz
Hi, Martina Šteflová, Seznam.cz. I would like to meet
you to show you optins how bring customers who are
looking for car servis, on your site.
Can we meet on Wednesday or Thursday?

22. www.seznam.cz
Martina Šteflová
Thank you for attention