Adapting to Behavior on the Fly

The Situation

Sanya is in charge of events for her company, which hosts quite a few lunches and dinners. To perform well, she needs a good food caterer.

She is currently looking for a new vendor because she feels her current provider does not offer enough variety for clients who have restrictive dietary requirements. While she has to keep other concerns in mind, such as budget, this is her primary reason for making a change.

Today, she is talking with Bart, a catering rep who specializes in business events. Bart has finished his laptop presentation, emphasizing the value his company provides at competitive prices. Sanya responds:

Sanya: I just want to make sure you have a good selection for vegetarians, vegans, or diets restricted for religious reasons. I’ve gotten some real pushback on that, and I don’t like disappointing clients.
Bart: Oh, sure, not a problem. In fact, you may have noticed in my presentation that we do more local sourcing of food than any of our competitors. That’s very popular right now.
Sanya: That’s fine, but I’m not sure if that applies here, unless it means more choices for our international clients, who often have restricted diets. Our current supplier just doesn’t offer enough alternative menus.
Bart: Oh, we’ve got you covered! Look at our photo gallery of our many dishes again.
Sanya: Well, I understand you have variety in general. I’m wondering how good of a match you’ll be for our foreign guests. I’m the one who has to look out for them.
Bart: All I can say is that we’ve been doing this for 20 years. Our people are trained to do it right!

How’s Bart Doing?

What are the chances Sanya will choose Bart’s company? From what you’ve learned about Q4 selling, what sizing-up skills does he need to employ to influence his prospect more effectively?

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