Question

Irene is a salesperson for Pro, a company selling sports and driving gear. Irene begins her meeting with a prospect by stating that "Driving an 18-wheel truck eight hours a day must be hard on you physically, but you can reduce some of that fatigue by putting this special cushion in your truck seat," and she hands a sample to her prospect. Irene is using the _____ opening.

A) Problem-solving opening
B) Product demonstration opening
C) Empathy opening
D) Informational opening

Answer 1

Irene is utilizing an Empathy opening in her sales meeting by recognizing the physical strain her prospect endures from their job and offering a cushion as a supportive solution.

Step-by-step explanation:

Irene is using the Empathy opening technique in her sales meeting. By acknowledging the physical challenges her prospect faces due to their job of driving an 18-wheel truck for extended periods, Irene is demonstrating that she understands and empathizes with the prospect's situation. Moreover, she immediately provides a solution in the form of a special cushion to address the problem, showing that she's not just empathetic but also proactive in offering a way to alleviate the prospect's discomfort.