2CLIENT CHALLENGE: “WHAT CAN YOU DO FOR ME, ANYWAY?”

Let’s listen in on the following exchange:

Client: I don’t know why we’re talking this morning. There’s no way you can possibly understand what we’re going through.

Salesperson: No, I’ve got a very clear idea. I’ve got more than 10 years’ experience in the field, and I can tell you, I’ve seen just about any kind of situation you can imagine.

Client: Uh huh. Right. Well, all right. Why don’t you tell me what sort of changes you’d like to see around my company?

Salesperson: Well, for a start, there’s much too long a lag time between the point when product arrives in your warehouse and the time when it gets to your factory floor. It seems as if you’re missing some significant efficiencies there. ...

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