Renée sells wholesale pet supplies to pet stores and veterinarians. She landed an appointment with Gerald, the buyer for a chain of pet stores.
Soon after they begin their meeting, Gerald starts peppering Renée about her company’s policies. He’s reacting to information he found on her firm’s website:
Round and Round to Nowhere
Every salesperson knows how it feels to be badgered at every turn by Q1 argumentative behavior. It seems to accelerate on its own. Yet, if Renée can find a way to reboot this sales call to discuss how her company can meet Gerald’s needs, she could land a significant piece of business.
What Q4 collaborative selling technique could be employed to get them out of this conversational rut?