UNIT 7 -THE NEXT STEP
Key Takeaway
Mark Cuban turned the Dallas Mavericks around by selling experiences, not just tickets.He succeeded by:
1.Putting himself in the action – working directly with the sales team and customers.2.Knowing his customers – calling past (even angry) customers to learn from them. 3.Using smart tactics – price anchoring (comparing ticket prices to McDonald’s or movies). What is price anchoring?
Price anchoring is a sales tactic in which sellers set a visible price point to influence a customer's perception of value. The goal is to guide the customer's purchasing decisions so that when they see a discount, they believe it's a deal.
For example, when you walk into a clothing store during a sale, you might see the item's original price right next to the new, less-expensive price. The higher price acts as the figurative anchor to the lower price. The comparison makes you think you're getting what you want for a bargain.
Key Takeaway
Mark Cuban turned the Dallas Mavericks around by selling experiences, not just tickets.He succeeded by:
4.Building emotional connection – evoking nostalgia and family memories. 5.Being honest – admitting he couldn’t promise wins, only great experiences. 6.Improving the product itself – turning games into fun, memorable events like weddings. Main idea: Great sales come from understanding people, creating emotional value, and delivering a memorable experience.
Comprehension Quiz
SALES PITCH STAGES
The right attitude in each stage leads to the emotions on the right side of the funnel: Trust, Personalization, Impression, Reassurance, and Urgency — the keys to an effective sale.
Start with friendly conversation and find common ground to build trust.
Listen to doubts, show empathy, and remove any concerns.
Objections Handling
Rapport
Ask open questions to understand the customer’s needs and motivations.
Wrap-Up
Discovery
Confirm the next steps, create urgency, and follow up.
Present your solution using storytelling and clear value.
Closing
Recommendation
From Rapport to Closing
- Which stage do you think is the most difficult?
- Which one is most important to you as a customer?
Pair / Group Activity Imagine you’re selling a new app to help people save money.
Write or role-play a short sales pitch that includes the 5 stages.
Example Sales Pitch: "SaveSmart App" 1.Rapport Hi! Nice to meet you. I know many of us want to save money but still enjoy life. I’m the same way—I love finding simple ways to track my spending without stress. 2,Discovery Can I ask, how do you usually keep track of your expenses? Do you use a notebook, Excel, or another app? 3. Recommendation SaveSmart helps you save money automatically. It analyzes your spending, gives you weekly reports, and even suggests small changes that make a big difference—like cutting unused subscriptions. 4.Objections Handling You might think, “I already have an app for that.” But SaveSmart is different—it connects to your bank securely and gives personalized goals. Plus, it’s completely free for the first 3 months. 5.Closing If you’d like, I can show you how to download it right now. You’ll see your first savings report by next week!
4 Ps of Marketing
Product
Price
Place
The 4 Ps of the Marketing Mix
Promotion
The right product, at the right price, in the right place, with the right promotion.
Your Turn: Apply the 4 Ps!
Instructions : Work in pairs or small groups. Choose a real product or service you like (for example, Netflix, Nike, or McDonald’s).
Discuss the 4 Ps of Marketing for your choice:
- Product: What is it? What makes it special?
- Price: Is it cheap, medium, or expensive?
- Promotion: How do they advertise it?
- Place: Where can people buy or use it?
Then, prepare a short explanation (about 1 minute) to present your ideas to the class.You can add one image or logo to make your slide more visual
Example: Product: A music streaming app with millions of songs, no ads, and offline listening. Price: Monthly subscription of around $10, with student and family discounts. Promotion: Social media ads, free trial offers, and partnerships with phone companies. Place: Available through mobile apps and websites worldwide. Target market: Young people and professionals who listen to music daily and want convenience.”
Vocabulary
Role-Play
Work in pairs or small groups. Create a short role-play (1–2 minutes) showing a business situation where you use the Unit 7 vocabulary naturally.
G _ Level 3 - Unit 7 - The Next Step
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Transcript
UNIT 7 -THE NEXT STEP
Key Takeaway
Mark Cuban turned the Dallas Mavericks around by selling experiences, not just tickets.He succeeded by:
1.Putting himself in the action – working directly with the sales team and customers.2.Knowing his customers – calling past (even angry) customers to learn from them. 3.Using smart tactics – price anchoring (comparing ticket prices to McDonald’s or movies). What is price anchoring? Price anchoring is a sales tactic in which sellers set a visible price point to influence a customer's perception of value. The goal is to guide the customer's purchasing decisions so that when they see a discount, they believe it's a deal. For example, when you walk into a clothing store during a sale, you might see the item's original price right next to the new, less-expensive price. The higher price acts as the figurative anchor to the lower price. The comparison makes you think you're getting what you want for a bargain.
Key Takeaway
Mark Cuban turned the Dallas Mavericks around by selling experiences, not just tickets.He succeeded by:
4.Building emotional connection – evoking nostalgia and family memories. 5.Being honest – admitting he couldn’t promise wins, only great experiences. 6.Improving the product itself – turning games into fun, memorable events like weddings. Main idea: Great sales come from understanding people, creating emotional value, and delivering a memorable experience.
Comprehension Quiz
SALES PITCH STAGES
The right attitude in each stage leads to the emotions on the right side of the funnel: Trust, Personalization, Impression, Reassurance, and Urgency — the keys to an effective sale.
Start with friendly conversation and find common ground to build trust.
Listen to doubts, show empathy, and remove any concerns.
Objections Handling
Rapport
Ask open questions to understand the customer’s needs and motivations.
Wrap-Up
Discovery
Confirm the next steps, create urgency, and follow up.
Present your solution using storytelling and clear value.
Closing
Recommendation
From Rapport to Closing
Pair / Group Activity Imagine you’re selling a new app to help people save money. Write or role-play a short sales pitch that includes the 5 stages.
Example Sales Pitch: "SaveSmart App" 1.Rapport Hi! Nice to meet you. I know many of us want to save money but still enjoy life. I’m the same way—I love finding simple ways to track my spending without stress. 2,Discovery Can I ask, how do you usually keep track of your expenses? Do you use a notebook, Excel, or another app? 3. Recommendation SaveSmart helps you save money automatically. It analyzes your spending, gives you weekly reports, and even suggests small changes that make a big difference—like cutting unused subscriptions. 4.Objections Handling You might think, “I already have an app for that.” But SaveSmart is different—it connects to your bank securely and gives personalized goals. Plus, it’s completely free for the first 3 months. 5.Closing If you’d like, I can show you how to download it right now. You’ll see your first savings report by next week!
4 Ps of Marketing
Product
Price
Place
The 4 Ps of the Marketing Mix
Promotion
The right product, at the right price, in the right place, with the right promotion.
Your Turn: Apply the 4 Ps!
Instructions : Work in pairs or small groups. Choose a real product or service you like (for example, Netflix, Nike, or McDonald’s). Discuss the 4 Ps of Marketing for your choice:
- Product: What is it? What makes it special?
- Price: Is it cheap, medium, or expensive?
- Promotion: How do they advertise it?
- Place: Where can people buy or use it?
Then, prepare a short explanation (about 1 minute) to present your ideas to the class.You can add one image or logo to make your slide more visualExample: Product: A music streaming app with millions of songs, no ads, and offline listening. Price: Monthly subscription of around $10, with student and family discounts. Promotion: Social media ads, free trial offers, and partnerships with phone companies. Place: Available through mobile apps and websites worldwide. Target market: Young people and professionals who listen to music daily and want convenience.”
Vocabulary
Role-Play
Work in pairs or small groups. Create a short role-play (1–2 minutes) showing a business situation where you use the Unit 7 vocabulary naturally.