“When the wedding planner asked the engaged couple if they w…

“When the wedding planner asked the engaged couple if they wanted an unforgettable wedding, the couple responded in the affirmative. Then the planner asked, “Do you want your guests to enjoy the day as much as you will?” The couple again said, “Yes.” “You know one of the ways that people remember a wedding is by how wonderful the reception is. Do you want to have a memorable reception?” This time the couple nodded, “of course.” Then the wedding planner asked, “Do you want me to use my best judgment to guarantee that you have a marvelous wedding day?” With that last remark answered in the affirmative, the couple signed a contract authorizing the wedding planner to design their wedding festivities. The wedding consultant used a(n) _____ close.

Robert is the CEO of a small firm which manufactures inverte…

Robert is the CEO of a small firm which manufactures inverters. Company sales have been increasing, and Robert finds it increasingly difficult to manage the salespeople. The company has a sufficient number of salespeople, but they are not able to reach all current and potential customers. Robert also has difficulties in evaluating the performance of salespeople. What advice can you give Robert? 

“As the restaurant equipment salesperson finished his basic…

“As the restaurant equipment salesperson finished his basic presentation, his prospect said, “”Sounds good. I really like what you had to say, and I know you have a good product, but I’m not interested now. Our present product works well. We will stay with it.”” Standing up to conclude the interview, the prospect says, “”Thank you for coming by.”” What kind of objection is the salesperson experiencing?”