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."

 

1.    What is the  Behavioural Style?

 2.     Why do you think that this is the person's behavioural style? Defend your choice. 

a.     .

b.     .

c.      .

 

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

 4.     Give examples of actual words you might use to identify their needs/wants/problems. Write WHAT you would actually say/ask to move this sales call forward. Defend what you would use/say/ask.