Situation:
The prospect has told you he is going to buy. If he signs the contract before the end of the month, you will get a $5,000 bonus. If he does not sign the contract before the end of the month, you will get a $50 bonus. Today is the last day of the month, what will you say to position this situation to the prospect and convince him to sign the contract today?
- Identify your company (Unilever) and the one product you are selling (soap). Describe the product (Soap), how it works, and how a buyer would use it.
- Develop a script using your product and your assigned situation. In the script, model a conversation between a prospect and a seller. However, do not have the prospect answer as to whether or not they will do what you have asked him to do. Include the following in your script:
- Explain how you would position this situation.
- Identify questions you would ask the prospect.