Case 6.2: The Overhead Door Company

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October 26, 2016








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After the introduction, Mary could either implement the Question, Referral or Compliment approach. The Question approach helps the prospect to get involved by asking an appropriate question. This approach can be successful in uncovering a need of the prospect's, for which Mary's product may provide a solution (Ingram et al, p...
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177). For example, Mary could ask the prospect about their satisfaction in their current garage roller door, to which the prospect could possibly reply with their objections with their current roller door. Eg "sometimes the door get stuck when it is rolling down-it can be temperamental at times, which is frustrating...
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