Selling 9th Edition by Stephen Castleberry,John Tanner

Exercise 7

Jamie Skrbis of Citrix Systems had an important appointment with a senior buyer and her assistant at a pharmaceutical company. It had taken Jamie three months to get the appointment, and she was excited about the chance to finally demonstrate her company's new cloud networking system. As Jamie was leaving her office, her sales manager learned where Jamie was going and asked to come along. Jamie had no option but to say, "Sure." However, she was worried because his manager often took control of meetings and sometimes wasn't a good listener.
When the sales team got there, the buyer, Tracey, stated that she could participate for only about 30 minutes but that her assistant, Sally, would be staying for the remainder of the time. Before Jamie could begin talking, Kyle, her sales manager, began taking the buyers through his sales binder that had a presentation in it. It began with the history of the company.
Tracey politely interrupted and explained that she was already familiar with Citrix Systems, but there were certain things that she was interested in learning about their services. Tracey asked the sales team if they could produce two items for her.
Again, before Jamie could answer, Kyle jumped in with, "Yes, we could, and I'm going to get there in a minute." Tracey patiently waited as he continued to take her through the company history. By now, almost 10 minutes had passed.
Next, Kyle talked about the work that Citrix Systems had done for other companies. This is something that many buyers are usually interested in. However, Tracey interrupted again and said that they were really looking for a vendor for a couple of specific projects and that she wanted to see what they could do for those specific situations. Kyle replied, "Hang on, Tracey. I'm almost there! I promise to get there soon."
After Kyle finished showing the work Citrix Systems did for other companies, he began to explain the benefits of working with his company because of reputation, pricing, service, and so on. Tracey asked again about the two projects, and instead of answering her questions, Kyle continued to follow his canned presentation. Tracey was becoming noticeably upset and agitated, although Sally seemed quite interested.
You are Jamie. What will you do now?
Source: Tracey Brill; used with permissio