Exercise Answer Key
INTERACTIVE EXERCISE 1: BEFORE THE SALE
1. How can Lydia build rapport with Roger to pave the way for a professional relationship?
• Lydia could bring up the topic of skydiving, asking about Roger’s experiences and sharing the story of her recent jump.
2. How can Lydia incorporate her research from Google and LinkedIn to improve the quality of the discovery meeting?
• Lydia can compassionately ask about the recent data breach, including details about the downtime, data loss, and costs. That line of questioning would focus on the effects of those events in terms of operations and profitability. The discussion can also help her uncover statistics about the bank’s overall frequency of IT downtime, as well as the typical ...
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