Analyzing Dyson V12 Detect Slim Sales Cycle and Strategies Report

This report provides an analysis of the international selling strategies employed by Dyson, specifically focusing on the V12 Detect Slim vacuum cleaner. It begins with an introduction to international selling and the selection of the Dyson V12 Detect Slim as the product of focus, highlighting its innovative features and market positioning. The main body of the report delves into the sales cycle of Dyson, using Johnston’s model to dissect each stage, from lead identification and qualification to presenting to prospects, overcoming objections, closing deals, and nurturing new customers. The report also offers recommendations for Dyson to improve its sales and customer acquisition strategies, including price adjustments, enhanced use of social media and online marketing, and exploring business-to-business sales models. The report concludes with a summary of the key findings and emphasizes the importance of adapting to the evolving market dynamics to sustain growth in international markets.

INTERNATIONAL
SELLING AND
NEGOTIATION

Table of Contents
INTRODUCTION...........................................................................................................................3
MAIN BODY...................................................................................................................................3
Introduction of product................................................................................................................3
Reason behind selecting this product...........................................................................................3
Sales cycle....................................................................................................................................4
Recommendation.........................................................................................................................6
CONCLUSION ...............................................................................................................................7
REFERENCES................................................................................................................................8
Books and Journals......................................................................................................................8

INTRODUCTION
International selling refers to trade made by organisation belonging to one country with
the organisation belonging to other country (Brown, 2018). The organisations uses international
selling in order to generate more revenue by encasing its customer base. With this, the brand
value of organisation also increases when the business are able to make expansion in its
businesses. It is not easy to establish venture in global market, as they have to face certain
challenges. The abilities though which organisations are able to meet the requirements of
customers and deal with the challenges are considered as International negotiation. This report
includes discussion related to vacuum clearer launched by Dyson and reason behind its selection
for preparing this report. Dyson is involved in producing new and innovating home appliance
products. Further this report includes the sales cycle of company is explained with the help of
Johnston’s model. Along with the benefits of preparing this exercise and solutions to overcome
from its is discussed.
MAIN BODY
Introduction of product
Recently, Dyson have launched its new product name V12 detect slim. This is a new
generation vacuum cleaner which works on laser detect technology (Dobrijević, 2021). The
vacuum cleaner is able to clean the hidden dust present over 10 microns. The hyperdymium
motor is being used having a capacity of 150 watts of power, through which nano level cleaning
can be done. The vacuum is able to capture 99.99 % dust particles. The objective of Dyson
behind launching this product is to create a healthy environment in home. The laser beans reveals
form the vacuum can not be seen with the naked eyes. The healthy environment can be created
by using such product this is why Dyson have launched it. With this, they want to get
competitive advantages by launching this product as till now non of the company is able to bring
such innovation in its product. The price of Dyson V12 detect slim is 589000, which is easily
available on Dyson's store and on its online platforms.
Reason behind selecting this product
The reason behind selecting this product is that this was the latest product which are
launched by Dyson (Fatehi, and Choi, 2019). All the product launched by Dyson is innovative
and creative this is why they are able to lead market. By selecting this product knowledge about

new innovations that are being occurring in the market can be evaluated. With this, an individual
is able to gain knowledge about the technological products and latest technology. The business
strategies which are being used by company can also be analysed by selecting this product.
Sales cycle
The process which is being followed by the sales person in order to turn leads into a
potential or targeted customer is considered as sales cycle (He, and et.al 2018). By following this
sales cycle an individual is able to generate sales and achieve organisational goals. The process
of sales cycle states by finding or generating leads for company followed with contacting with
those customers. The Johnston’s sales cycle in context to Dyson is as follows -
 Lead identification – Finding out the leads is the first step of sales cycle under which
organisations are involved in finding out the customers who are interested in their
product (Herlache, and et.al 2018). Then they add them to their sales pipelines so that
they can contact when in future. The organisation does not even focuses towards making
sales at this stages. Dyson is able to generate is leads through phone call or by doing cold
emails. The customers who shows interest towards the product are added to sales
pipeline. Dyson tries to grab customer attention by providing the solutions for the queries
raised by the customers over Quora, LinkedIn or any other social media groups or
platforms.
 Connect with leads – The list of interested customer is in the hand of organisation so
they spend some time on research about the problems that customers are facing (Khan,
and Baldini, 2019). Dyson make such resources available to the customer which are
essential for them in solving their problem. This is how company is able to build trust
with the customer. Dyson sends relevant and valuable content or information to its
targeted customers over mails. They also regularly post valuable content over social
media platforms so that customers feels connected.
 Qualify leads – Some of the leads that are being generated might not be the appropriate
leads which can be converted into sales (Koponen, Julkunen, and Asai, 2019). This is
why by reaching at this stage leads are being sorted. The leads involved the person who
have interest towards the product but does not want to avail it and prospects are the
individuals who are interested towards the products along with it they want to avail it.
Dyson is able to sort the leads by evaluating some questions such as the customer is

interested towards the product, the needs and wants of the lead is being satisfied by the
product which they are offering. The lead is capable to afford the product offered by
Dyson and last question is that lead is the key decision maker or not. When the
organisation get positive response for all the questions then only they send those leads to
next stage.
 Present to prospects – After filtration of leads the left out leads are not transformed into
prospect. The organisation are not involved in sharing benefit of their products and
services to prospect (Maude, 2020). Dyson conducts meeting or presentation session with
those prospect in order to share benefits of their product. A proper sales presentation
method is being followed by representative of Dyson to approach clients which states
with self introduction, discussion of problem faced by prospects, solution of that
problem, product explanation, its summary and lastly the queries which they have.
 Overcome objections – When the sales representative delivers the presentation to its
customers then certain objections may arise in the mind of customers. So these questions
acts as an opportunity for convincing customers that the product or services that is being
offered by organisation is worth to purchase or consume. When the sales representative
of Dyson gives presentation the most common questions asked by customers are
regarding higher cost. The representative tackles this problem very easily for explaining
prospects about the innovation techniques used by Dyson for preparing its products. With
this, the customer can not get such product in whole market so its most unique product
which they are going to buy. This is how the prospects are being convinced by sales
representatives.
 Closer of deal – The closer of deal arises when all the objections of customers are
cleared and now the prospect can make purchase of goods or services offered by sales
representative. There are basically three ways through which sales can be closed by sales
person. The first closer pattern is assumptive closer which indicates that the sales person
behave that prospect have already made purchase of goods and services. The next type of
closer is suggestion close which implies that sales representative pitches the customer on
behave of the buying pattern evaluated by them at the time of giving presentation. The
last and third type of closer is urgency close, which is a type of closer under which sales
representative tries to attract prospect by providing them certain attractive offers such as

discounted offer or limited products available (Van Driel, and Dumitrica, 2021). The
sales representative of Dyson make use of second and third type of closer strategies that
is suggestion close and urgency close. The sales representative of Dyson listen to
customers queries carefully and pitches them though suggestion close. With this, when
they find prospect is very interested in consuming products offered by Dyson but due to
higher prices they are stepping backward then they make use of Urgency close. By
providing discounted offered they tries to seek attention of prospects. Nurture new customers – When the sales is closed then the organisation should make
efforts in availing new customers. For collecting new customer base Dyson take help of
existing customers. The approaches existing customers to ask for new leads. They also
keep in touch with existing customers and ask them about the problems faced by them.
This is who the existing customers feel connected with company and further make new
purchasing. They ask them about the problems which they are facing and tries to provide
effective solutions so that their satisfaction level enhances. The improvement in
satisfaction level of customers will lead to do word of mouth for Dyson by existing
customers to new prospects.
Recommendation
By preparing this report it have being analysed that Dyson keeps its prices on the higher
side due to which customers steps behind in availing products (Pruitt, 2019). This is why Dyson
is not able to enhance its customer base. In order to seek attention of customers Dyson can keeps
it prices low. The profit margin of company will decline but they are able to get large customers
base. Once the customer base is collected then they will be able to achieve economies of scale
hence, they can cover its profit margin. It have also being analysed that they tries to collect or
generate new leads with the help of existing customers. Due to which they are not able to collect
desirable leads so for this they can make use of social media platforms or can prefer online
marketing. By using social media platform Dyson will be able to generate more new leads. With
this they can even track the customers buying pattern by making use of technology for
performing its business operations. It become easy for the Dyson to live monitor the performance
and activity of customers. The customers who found interested in the companies product can be
pitched by sales representative. It have also being evaluated that company is focusing more on
business to customer selling model. They can make use of businesses of business sales model

also to grab more customer base. The middleman are the one who are present in the market for
the longer period of time and are aware of the demand of customers. They know how to tackle
them and also the customers trust them the most. The product which is being pitched by those
middleman are being prepared. Dyson can also make its product available on other E- commerce
websites so that the customers find it convenient to purchase them. Mostly the products offered
by company are technical product and required demo to understand its use. Thus, company can
make tutorial videos which makes easy for the customers to understand working of product. This
is how they will be able to work upon the product easily and satisfaction level of those customers
would be enhanced. By considering some of the crucial points Dyson will be able to lead market
in preparing innovative products having largest customer base.
CONCLUSION
From the above report it can be concluded that, International selling is the term used for
making trade of two organisation belonging to two different countries. The brand value of
organisation enhances when the business are able to make expansion of its businesses at global
level. Its not easy to perform intentional trade so the strategies use by them is known as
international negotiation. The product of Dyson is being used for preparing this report which are
involved in using unique and creative products. The sales cycle involves seven stages which
helps in availing customers and selling products. The process of sales cycle beginning by
generating leads for company. Then the sales representative connects with the sales
representative and further sort the leads and prospects. The prospects are being further connected
and sales representative gives presentation to them. They mentions all the necessary point during
giving presentation and then the prospects arises with objections. The objections are being
tackled by sales representative and lastly the closer of sales takes place.

REFERENCES
Books and Journals
Brown, J.M., 2018. Efficient, adaptable simulations: A case study of a climate negotiation
game. Journal of Political Science Education, 14(4), pp.511-522.
Dobrijević, G., 2021. Bargaining Chip: Artificial Intelligence in Negotiation. In Handbook of
Research on Applied AI for International Business and Marketing Applications (pp.
256-277). IGI Global.
Fatehi, K. and Choi, J., 2019. International communication and negotiation. In International
Business Management (pp. 109-143). Springer, Cham.
He, and et.al 2018. Decoupling strategy and generation in negotiation dialogues. arXiv preprint
arXiv:1808.09637.
Herlache, and et.al 2018. A cross-cultural negotiation role-play for sales classes. Journal for
Advancement of Marketing Education, 26(Special Issue on Teaching Innovations in
Sales Education), p.3.
Khan, M.A. and Baldini, G.M., 2019. Understanding the Scope and Importance of Negotiation.
In The Palgrave Handbook of Cross-Cultural Business Negotiation (pp. 19-51).
Palgrave Macmillan, Cham.
Koponen, J., Julkunen, S. and Asai, A., 2019. Sales communication competence in international
B2B solution selling. Industrial Marketing Management, 82, pp.238-252.
Maude, B., 2020. International business negotiation: principles and practice. Bloomsbury
Publishing.
Pruitt, D.G., 2019. What have we learned about negotiation from Donald Trump. Negot. J., 35,
p.87.
Van Driel, L. and Dumitrica, D., 2021. Selling brands while staying “Authentic”: The
professionalization of Instagram influencers. Convergence, 27(1), pp.66-84.