Here is what you need to provide:
- What product or service are you selling?
- Who are you selling it to? That is, what firm, or type of firm would have a need for this product?
- How would your product/service benefit the buyer?
- As I will be playing the role of the customer, are there any specific responses to your situation questions that I should respond with?
- Write your problem question and write what you want my answer to be.
- Give me one (1) F-A-B that you plan on using.
- Write the specific objection that you want me to raise with you.