• How well did they establish a rapport?
• Do you agree that the open ended questions were effective at uncovering the prospect's (Joe Smith) needs?
• Did they overcome the prospect's (Joe Smith) objection in a convincing manner?

Me: Hello, I am Kristy. (Shakes hand) We spoke on the phone. It is so nice to meet you, Mr. Smith.

Mr. Smith: Call me Joe

Me: Ok Joe, how are you today?

Mr. Smith: Not too bad, yourself?

Me: I'm doing great.

Mr. Smith: Good

Me: So, Joe, you know the reason I am here today is to get our delicious GIGIs cupcakes on the shelves of your store. As I told you on the phone Gigi's has been in business since 2008. We started in Nashville and now we have more than 40 bakeries in 17 different states and would like to continue to grow. Let me ask you, what do you look for when you go out for a treat? Do you eat with your eyes?

Mr. Smith: Yes Kristy, I am aware of the company's growth, and yes, I love to see color and to see that the product is fresh I most certainly do eat with my eyes, but my question to you is why should I sell this specific brand in my stores?

Kristy: That is easy Joe, our cupcakes are special. You could spot our cupcakes from across the room due to our signature swirl and decorations, but that is just what your eyes can see. When you take one bite of our delicious cupcakes your pallet will be begging for more.

Mr. Smith: Everyone says that about their product Kristy. What is so special about yours compared to others.

Me: Joe our cupcakes are made in store. Each Gigi's is locally owned and operated and every cupcake is piped by hand daily and baked with a little love.

(Mr. Smith laughs)

Me: Joe, I have brought our catalog if you would like to look, it would show you our different products and flavors. I think you would like page 9 Our golf themed cupcakes.

Mr. Smith: I seen you did a little research, I love golf.

Me: I have never played, but I do enjoy a good game of putt-putt.

Mr. Smith laughs

Me: Also, I brought a few samples for you to try. I figured a few different flavors will help you get to know our product a little better.

Mr. Smith: Kristy, let's talk numbers.

Me: Okay Joe, here is what I got. If we put a bakery in your store, we could sell you the franchise. The initial franchise fee is $35,000. You are looking at a total investment of $237,200 to $397,500 with a working capital of around $20,000 with a royalty fee of about 5%.

Mr. Smith: Oh No Kristy, I would just want to sell products in our store.

Me: That is fine too Joe, depending on how much product you sell we could give you special discounts. Making a profit of around 3-4% based on sales.

Mr. Smith: let me think about it.

Kristy: Joe, I tell you what if you sell our products for a trial period of 30 days and you don't like the revenue your store is receiving then we will back out. All I am asking for is a chance to show you we have a good product that your customers will enjoy.

Mr. Smith: Okay Kristy, I will give it a try.

Me: Great!! Joe, I will get all the numbers written down in black and white and I will personally bring in the contract and we can go over it and get the ball rolling.

Mr. Smith: Can you meet next week on Tuesday afternoon?

Me: I am open Tuesday around 1PM, is that good for you?

Mr. Smith: Yes, that will work for me.

Me: Great! Thank you for your business, Joe. Will be seeing you again real soon.

Mr. Smith: Your welcome, have a great rest of your day.