MinisterScience11235
How well did they establish a rapport? Do you agree that the open…
How well did they establish a rapport?
Do you agree that the open ended questions were effective at uncovering the prospect’s (Joe Smith) needs?
Did they overcome the prospect’s (Joe Smith) objection in a convincing manner?
Rebecca Eash
BUSS120 – Sales & Service Principles
Mia Williams
8/5/2023
Part I: Script
Me: Hi, Joe Smith? -extends hand to shake-
Joe: Yes, you are Rebecca? -takes hand-
Me: Yes, I am here on behalf of Gigi’s Cupcakes. I was hoping for a chance to have you sample our product and discuss the possibility of selling our baked goods within your store.
Joe: Yes, right this way. -leads to office-
Me: I see you are a gaming fan. I play them myself in my free time. Which one is your favorite?
Joe: The Halo series has been a long time favorite, you?
Me: I haven’t played that series myself, but I have seen my brother play it. One of my favorite series though would have the be the Horizon series on PlayStation.
Joe: I have heard of it, I’ve been thinking of trying it out, is it good?
Me: The first game came out nearly ten years ago and it still stands up. That would Zero Dawn, I highly recommend it if you have the chance. How about we break into these treats before the icing melts?
Joe: I’ll look into it, and yes, I do love desserts.
Me: -takes out a few samples of cupcakes and brownies- We do offer macaroons as well, but I brought a few of my favorites that I keep coming back to.
Joe: Quite a few of our customers have food allergies, do you have any offerings for them?
Me: We do have both gluten and vegan friendly lines of products.
Joe: Friendly?
Me: Yes, because all our products are made using the same equipment, we cannot claim them to be gluten free or completely vegan by the USDA. We can easily apply a warning that while the product was made to be gluten free or vegan it could have come into contact with trace elements of gluten or animal products.
Joe: That sounds fair, I would prefer my customers to be informed. These brownies are fantastic!
Me: They are our Caramel Turtle Frosted Brownies. A real fan favorite.
Joe: What about price point? We do love offering valued buys for our customers.
Me: A single cupcake sells for $4.75, a four-pack is $19.00, a six-pack is $28.50, and the twelve-pack is $52.00.
Joe: That would make them the most expensive cupcakes we have in the store! Are you certain they can’t come down in price?
Me: These are gourmet cupcakes baked fresh each day. Every single cupcake is topped with our signature double swirl, and we do offer several specialty flavors such as Banana Split and Cookies and Cream.
Joe: Don’t get me wrong I am sure some of customers would buy them, however the price is twice as much as any other product we have on our shelves.
Me: Normally for the multi-packs people are choosing their own flavors of cupcakes. As such our prices reflect an average cost for all the flavors we offer. We might be able to work out a way to get full six-packs of our vanilla and chocolate for the price range you need for customers. We could then come up with a seasonal verity pack for closer to our normal price. We do not want to go too low however as our prices are what customers pay already in our cafes. Too much of a reduction could devalue our goods.
Joe: That could work. Vanilla and chocolate are our most popular flavors already. If you could swing that I think we could find space for your cupcakes. And if they sell well, perhaps some of these other delights?
Me: I will speak with my team about the flavors to sell and once we have them laid out we can discuss stock.
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