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Scenario B: Luciano is the President of his company. He is your long-time customer, and your most profitable. You heard through the grapevine that he
Scenario B:Luciano is the President of his company. He is your long-time customer, and your most profitable. You heard through the grapevine that he is getting ready to sell his business to another bigger competitor in the industry. Today, you're doing a video call with Luciano and his team about a new line of computers offered by your company. It's a huge investment. Luciano's team wants to make the investment, but Luciano doesn't.
- Describe the emotional state you believe your customer is in.
- What is the customer challenge/issue?
- What actions can you take to connect or relate with the customer? Suggest some spiels/statements that you can use as a salesperson.
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