Cintiq 21UX

Norah Palmer

PreapproachPrice: $1999.00

Items required for use: Wacom pen, electrical outlet, operating software (Macintosh or Windows) a modicum of artistic ability

Maintenance: Product is self-regulating and requires little to no maintenance

Product composition: Sleek black exterior with streamlined design, textured glass LCD touch screen display, cushioned pen grip, rotating work area

Company history: Wacom is a company that endeavors to channel creativity using a simple but advanced interface, and is widely regarded to be the best tablet manufacturer in the world

Company policy: Wacom provides a complete warranty of the Cintiq tablet and pens for a full 2 years after the date of purchase

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Feature Benefit

Pen-tip Sensor Is sensitive to 2048 levels of pressure, which allows for more finely customizable workflow

Interchangeable Nibs A wide variety of tips for the stylus provides the user with the ability to transform the feel of the pen from ballpoint to marker to paintbrush and back with little effort

21.3” Active Matrix LCD Display

Provides a large workspace, and the touchscreen feature enhances ease of use as it allows for the stylus to be used directly onscreen

Features & Benefits

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Feature Benefit

Textured Glass Drawing Surface

Imitates the feel of paper for ease of use, allows for a more natural artistic experience

Finger-Sensitive Touch Strips

The two are provided with the Cintiq 21UX and expediently control brush size, zooming, scrolling, and canvas rotation

Programmable ExpressKeys

Allow the artist to more fully customize the product by serving as shortcuts the favorite or most-used functions

Features & Benefits

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The Sales Approach

Type of Approach Examples

Greeting Approach 1. “Hello there, welcome to the Wacom Outlet!”2. “Good afternoon! Feel free to browse our

store.”

Service Approach 1. “I’m Norah, I’d be happy to show you some product features if you need assistance!”

2. “Hello, my name is Norah. How can I help you today?”

Merchandise Approach 1. “The Cintiq 21UX is compatible with both Mac and Windows operating systems.”

2. “The textured glass of the screen imitates the feel of paper to enhance the artistic experience of this tablet.”

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Determining NeedsHow will you… Example

Determine the customer’s needs?

“Are you looking for a tablet for professional purposes or just for fun?”

Confirm a selling point that you have made?

“Are you looking into on-screen tablets because you often find that off-screen input does not provide the accuracy you need?”

Ask an open-ended question to encourage the customer to communicate?

“What type of design are you looking to use the Cintiq for?”

Clarify the customer’s point of view?

“Would it be true that you are looking for a tablet with a cordless pen?”

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Handling Objections

Anticipated Objection Method of Handling the Objection Response

“I feel like the product is too professional for an amateur like me.”

THIRD PARTY “A recent customer who had that same complaint said that she found the Cintiq was a perfect fit for her amateur doodling.”

“It’s much too expensive!” SUPERIOR POINT “This tablet may cost more than others, but it is widely considered among creative professionals to be incomparable in accuracy and realism.”

“I don’t want to have to change the batteries in the pen constantly.”

DENIAL “The pen used by the Cintiq is cordless and battery-free. It’s powered by magnets.”

“It’s so big and clunky looking.” BOOMERANG “Actually, the large size of the touchscreen allows for maximum resolution and sensitivity.”

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Closing the SaleMethod Used Statement

Which Close “Do you prefer the Cintiq 21UX or the slightly smaller 21WX?”

Standing Room Only Close “If you purchase a Cintiq today I can offer you a 15 percent discount. I’m not sure if this offer will be available tomorrow.”

Direct Close “Based on your enthusiasm about this product, can I lead you to a register?”

Service Close “Remember that the Cintiq is under complete warranty for a full 2 years after purchase, so buying now is worry-free.”

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