Log in  
Sign up

Play online chess!

From	Message
mrmarmalade 13-Sep-12, 07:36	Sales 101: new question (Once again, there is only ONE correct answer) When a prospective customer asks you how much time you will need for the appointment you should: A. Ask them how much time they have. B. Tell the truth and let them know if they don't like the way the meeting is going they can end it at anytime. C. Find out if they are the individual making the decision or if you need another meeting. D. Tell them it will not take a moment more than necessary.
kneilca2 13-Sep-12, 21:09	This one seems pretty easy: D. Once in the meeting, you can always gage what to add, or to slow down or speed up. By relinquishing control of the meeting to the client, you build trust and show respect: two assets for building any relationship. "Say what you mean and mean what you say." That's the old adage and it applies to sales meetings, parent-teacher conferences and spouses. Honesty, transparency and respect. Isn't that what we all hope to get out of our dealings with others?
johnclark 13-Sep-12, 23:27	I would say C, unless you consider that to have already occurred in order to be considered a "prospective customer." If so, I'd say A.
chilliman 17-Sep-12, 15:41	my thoughts: A - might suggest you will lengthen or shorten your pitch based on their interest level, not the right message - if you believe in your product you will always give the full presentation B - suggests from the start that this may not be for them and gives them an early out, it does nothing to generate their enthusiasm or interest and will moreoften lead to a brief pitch followed by an escort to the door C - this may suggest that you will not give your full presentation, keeping something in reserve for the decision-maker - this person may be a good ally for the final pitch and may have influence with the shot caller so do not disrepect them by giving them the abbreviated version D - I vote D - but maybe not worded as per the answer - you need sufficient time to explain product features and benefits and answer any questions etc this is an interesting one MrM, I'm interested to see what the experts answer is
mrmarmalade 18-Sep-12, 04:50	This was a "tough" one and I answered incorrectly on first attempt... I answered 'C' whereas the correct answer is 'B.' -I cannot access link right now explaining the logic of the choice... As soon as I can relocate it, I'll post it...
brianinpdx 18-Sep-12, 09:31	Your all WRONG again. E - Tell them, "Hey man its up to you... I was gonna take you to lunch at Jiggles, and introduce you to a few of my stripper friends, do a few straight shots, and talk bizz. How much time you got dude?" And dont worry, your boss did the same thing last week. Your all good. Anyone think I'm kidding? I mean D. thats what I mean....
mrmarmalade 18-Sep-12, 10:43	The explanation... "The Wisdom Behind The Answer... The wisdom behind the answer: If you ask them how much time they have you may not like the answer. People will lie about their ability to make a decision and putting false time expectations on the prospect will cause the meeting to end early without a sale. The law of candor will be most appreciated by the prospect in the long run. If it's a sales pitch, they won't want to hear it. If it's an ideas exchange, they will gladly invite you in for any amount of time. –JEFFREY GITOMER, excerpted from The Little Red Book of Sales Answers"
brianinpdx 18-Sep-12, 10:48	Yea but all of that mrm can be accomplished in my version. Let people live a little and good things happen!
mrmarmalade 18-Sep-12, 10:52	Well, your "close" would work on me, that's for sure... I once had a friend who sold cars for a Summer... When he saw people walking the lot, checking out a particular vehicle, he'd jog over and say, "Anybody see a football roll by?" He always got 'em laughing...
chilliman 18-Sep-12, 14:05	Deleted by chilliman on 18-Sep-12, 14:29.
brianinpdx 18-Sep-12, 14:08	SiZE Laughs - Size matters. ok, I better delete delete. before this turns into locker room talk. See what happens when you get me going on sales? Elena or Zombie are going to beat me down.... yea, I better delete.
chilliman 18-Sep-12, 14:29	didn't think my post was too spicy but got rid of it anyway
brianinpdx 18-Sep-12, 14:41	lol chilman. haha. I was juts joking. Heck I'm waiting for my beat down. I know its coming.

GameKnot: play chess online, online chess puzzles, Internet chess league, monthly chess tournaments, chess teams, chess clubs, free online chess games database and more.