The Situation Leslie is a consultant at a senior living placement agency. She has had several consultations with Daniel about the right senior facility for his elderly mother. Based on previous conversations, they’re meeting to go over the three finalists. Here’s part of the conversation: Leslie: I know the kind of facility you want for…
The Situation Gina is the lone salesperson for a printing company. Her firm is highly competitive and offers fast and sophisticated services. The problem is, so do a lot of other companies. Her industry is overcrowded. To illustrate how this can affect a sales call, here’s a snippet from a phone conversation with one of…
The Situation Darius sells precious gems to jewelry stores. One of his prospects, Jane, is a buyer for a small chain of mall stores. Jane was scheduled to attend a gems and jewelry trade show, but Darius could not attend. Fortunately (or so he thought), one of his good customers would be at the show….
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