A salesperson for KLN Machines,Steve,began his meeting with a prospect by saying,"I noticed that you have a collection of antique thermometers in your outer office.My father has been collecting soda pop thermometers for almost fifteen years.What got you interested in collecting them?" In this scenario,Steve was trying to:
A) describe his product's features in detail to his prospect.
B) engage the prospect in reviewing his company's credibility statement.
C) establish rapport with the prospect by talking of a common interest.
D) examine the prospect's needs through some closed questions.
E) establish whether the prospect has the buying potential for his goods.

Question

Quizplus · Accepted Answer

Steve is trying to establish rapport with the prospect by talking about a common interest, which is collecting thermometers. This is a way to build a relationship and make the prospect more comfortable with him, which could ultimately lead to a sale. It is not about describing product features or credibility statement, examining needs, or establishing buying potential.

A Salesperson for KLN Machines,Steve,began His Meeting with a Prospect