Evaluate each scenario and try to put your feet on your customers' shoes. Empathize. Take the role of a salesperson as you answer the questions.

Scenario C:You're meeting a new prospect, Maureen, for the first time. She's just taken over the company from the previous owner. They are in significant debt and her top two executives have just resigned.

1. Describe the emotional state you believe your customer is in.
2. What is the customer challenge/issue?
3. What actions can you take to connect or relate with the customer? Suggest some spiels/statements that you can use as a salesperson.