Costco and Target have different pitches when it comes to the 5 Steps to the Conversation. For the Test you need to know the name of the step and put them in the correct order. For Pitch Practice this can be a helpful tool in visualizing the 5 steps and their natural flow with each retailers pitch.

The 5 STEPS in Target

STEP 1: The Intro

This is how you: Break the ice with the customer by using your S.E.E and B.E.A.S.T Factors. As well as gather information to make a quick quote.

Listen 80% of the time and talk 20% of the time

Have 60% Device contact and 40% customer eye contact

Once you get 2 positive signs of interest from the customer you may proceed with the rest of the Intro!

STEP 2: The Short Story

This is where you briefly explain to the customer a bit about what we are offering them and what they could be looking to get.

This is where you SHOW the quick quote you had built for them from the information gathered in the introduction.

STEP 3: The Presentation

This is where you get to explain the product features and benefits a little more indepth.

This is where you create the customer a more accurate quote otherwise known as a CUSTOM QUOTE, you'll also build rapport and build value in the product. [For target this is where you compare prices and inform the customer how much they could save by switching]