Situation $2$

You are selling coffee products to large companies. Your business is the selling stocking and maintenance of coffee machines on floors with many workers. A company saves time by offering coffee as needed to their hard$-$working employees. You stop by the office of a prospect $(132$ person office in Toronto$)$ and surprisingly, the office manager takes your meeting right there and then. You have little time to prepare but there you are! As you look around his office, you see a photograph of his family. Your prospect smiles weakly and offers you a seat. You begin to state your purpose by saying $$Thanks for taking the time to see me Mr$.$ Cohen,$$ but he interrupts and says, $$Call me Lenny, please.$$

Behaviour style: Amiables$/$Expressive$\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$

$/3$ Why do you think that is this person$$s behaviour style? Defend your choice

$1.$

$2.$

$3.$

$/4$

What will you say$/$ask right off the bat to get the conversation started?

Type your answer starting in the space below

Give examples of actual words you might use to identify their needs$/$wants$/$problems$.$ I want you to write WHAT you would actually say$/$ask to move this sales call forward. Defend why you would use say$/$ask

Type your answer starting in the space below

Situation $3$

As a salesperson for a massive car dealership, you return a phone message from a valued client, Cynthia McGregor. When the phone is answered, you say, $$Good morning, may I speak with Cindy McGregor?$$ The curt and formal response is$,$This is Cynthia McGregor. How may I help you?$$ During the conversation, Ms$.$ McGregor asks a variety of very specific questions about an automotive recall. Even though it seems obvious that the recall does not apply to her car, she asks very detailed follow$-$up questions such as why the recall was necessary, who was affected, and what was being done. Throughout the conversation, she is very focused on facts, times, dates, and technical aspects of the recall.

Behaviour style: $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$

$/3$ Why do you think that is this person$$s behaviour style? Defend your choice

$1.$

$2.$

$3.$

$/4$

What will you say$/$ask right off the bat to get the conversation started?

Type your answer starting in the space below

Give examples of actual words you might use to identify their needs$/$wants$/$problems$.$ I want you to write WHAT you would actually say$/$ask to move this sales call forward. Defend why you would use say$/$ask

Type your answer starting in the space below