Electric Generator Corporation (B) George Wynn is a salesperson for EGC whose primary responsibility is to engineer is Don Snyder, who is in charge of building the new Ivy College of Business facility at lowa State University. Don's Des Moines-based engineer- Your Prospect's Objections 429 CASE 11.2 Ron Chapple Stock FotoSearch/ Flow Images ing firm purchased three new EGI portable generators for this project. George learned that Don's company will build four more buildings on the lowa State University campus, and he felt that Don might buy more machines. Salesperson: Don, I understand you have three of our new model electric generators. Buyer: Yeah, you're not kidding. Salesperson: I'm sure you'll need additional units on these new jobs. Buyer: Yeah, we sure will. Salesperson: I've gone over the building's proposed floor plans and put together the type of products you need. Buyer: They buy down in Des Moines; you need to see them! Salesperson: I was just in there yesterday, and they said it was up to you. Buyer: Well, I'm busy today. Salesperson: Can I see you tomorrow? Buyer: No need; I don't want any more of your lousy generators! Salesperson: What do you mean? That is our most modern design! Buyer: Those so-called new fuses yours are exploding after five min- utes' use. The autotransformer starter won't start. ... Did you see the lights dim? That's another fuse blowing. Questions George Wynn feels pressured to sell the new EGI. Don Snyder's business represents an important sale both now and in the future. If you were George, what would you do? 1. Have EGC's best engineer contact Don to explain the generator's capabilities. 2. Come back after Don has cooled down. 3. Get Don to talk about problems and then solve them. Electric Generator Corporation (B) George Wynn is a salesperson for EGC whose primary responsibility is to contact engineers in charge of constructing commercial buildings. One such Chapter Eleven Welcome Your Prospect's Objections 429 CASE 11.2 apple Stock/FotoScarch/ ges engineer is Don Snyder, who is in charge of building the new Ivy College of Business facility at lowa State University. Don's Des Moines-based engineer- ing firm purchased three new El portable generators for this project. George learned that Don's company will build four more buildings on the lowa State University campus, and he felt that Don might buy more machines. Salesperson: Don, I understand you have three of our new model electric generators. Buyer: Yeah, you're not kidding. Salesperson: I'm sure you'll need additional units on these new jobs. Buyer: Yeah, we sure will Salesperson: I've gone over the building's proposed floor plans and put together the type of products you need. Buyer: They buy down in Des Moines, you need to see them! Salesperson: I was just in there yesterday, and they said it was up to you. Buyer: Well, I'm busy today. Salesperson: Can I see you tomorrow? Buyer: No need; I don't want any more of your lousy generators! Salesperson: What do you mean? That is our most modern design! Buyer: Those so-called new fuses of yours are exploding after five min- utes' use. The autotransformer starter won't start.... Did you see the lights dim? That's another fuse blowing. Questions George Wynn feels pressured to sell the new EGI. Don Snyder's business represents an important sale both now and in the future. If you were George, what would you do? 1. Have EGC's best engineer contact Don to explain the generator's capabilities 2. Come back after Don has cooled down. 3. Get Don to talk about problems and then solve them. Electric Generator Corporation (B) George Wynn is a salesperson for EGC whose primary responsibility is to engineer is Don Snyder, who is in charge of building the new Ivy College of Business facility at lowa State University. Don's Des Moines-based engineer- Your Prospect's Objections 429 CASE 11.2 Ron Chapple Stock FotoSearch/ Flow Images ing firm purchased three new EGI portable generators for this project. George learned that Don's company will build four more buildings on the lowa State University campus, and he felt that Don might buy more machines. Salesperson: Don, I understand you have three of our new model electric generators. Buyer: Yeah, you're not kidding. Salesperson: I'm sure you'll need additional units on these new jobs. Buyer: Yeah, we sure will. Salesperson: I've gone over the building's proposed floor plans and put together the type of products you need. Buyer: They buy down in Des Moines; you need to see them! Salesperson: I was just in there yesterday, and they said it was up to you. Buyer: Well, I'm busy today. Salesperson: Can I see you tomorrow? Buyer: No need; I don't want any more of your lousy generators! Salesperson: What do you mean? That is our most modern design! Buyer: Those so-called new fuses yours are exploding after five min- utes' use. The autotransformer starter won't start. ... Did you see the lights dim? That's another fuse blowing. Questions George Wynn feels pressured to sell the new EGI. Don Snyder's business represents an important sale both now and in the future. If you were George, what would you do? 1. Have EGC's best engineer contact Don to explain the generator's capabilities. 2. Come back after Don has cooled down. 3. Get Don to talk about problems and then solve them. Electric Generator Corporation (B) George Wynn is a salesperson for EGC whose primary responsibility is to contact engineers in charge of constructing commercial buildings. One such Chapter Eleven Welcome Your Prospect's Objections 429 CASE 11.2 apple Stock/FotoScarch/ ges engineer is Don Snyder, who is in charge of building the new Ivy College of Business facility at lowa State University. Don's Des Moines-based engineer- ing firm purchased three new El portable generators for this project. George learned that Don's company will build four more buildings on the lowa State University campus, and he felt that Don might buy more machines. Salesperson: Don, I understand you have three of our new model electric generators. Buyer: Yeah, you're not kidding. Salesperson: I'm sure you'll need additional units on these new jobs. Buyer: Yeah, we sure will Salesperson: I've gone over the building's proposed floor plans and put together the type of products you need. Buyer: They buy down in Des Moines, you need to see them! Salesperson: I was just in there yesterday, and they said it was up to you. Buyer: Well, I'm busy today. Salesperson: Can I see you tomorrow? Buyer: No need; I don't want any more of your lousy generators! Salesperson: What do you mean? That is our most modern design! Buyer: Those so-called new fuses of yours are exploding after five min- utes' use. The autotransformer starter won't start.... Did you see the lights dim? That's another fuse blowing. Questions George Wynn feels pressured to sell the new EGI. Don Snyder's business represents an important sale both now and in the future. If you were George, what would you do? 1. Have EGC's best engineer contact Don to explain the generator's capabilities 2. Come back after Don has cooled down. 3. Get Don to talk about problems and then solve them