Selling: Building Partnerships 7th Edition by Barton Weitz,Stephen Castleberry ,John Tanner

Exercise 25

As the seller is having a seat, the prospect informs the seller that some catastrophe has just occurred in his or her life. "My child was just hurt at school on the playground"; "My wife just learned she has a possible cancerous growth on her neck"; "I just found out that they are going to be laying off another 400 workers at this plant. I wonder how that is going to impact me!")