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Question:

You are meeting with your prospective customer for the first time at lunch. The best time to ask for a commitment for business would be:

A

Only after you feel the prospective customer likes you.

B

When you feel that you have built a rapport and can solve a problem.

C

Before lunch is over.

D

 Only when you are paying for the lunch.

That is incorrect, Answer is B

The Wisdom Behind The Answer

Rapport means additional permission to take the selling process farther. The customer's liking you is a by-product of the rapport you have built. There is no set time to beginning a selling dialog during a luncheon meeting. Sometimes no sales dialog is more powerful because it indicates the friendship portion of the conversation has been dominant. No matter who pays, the object of the luncheon is to establish enough rapport to meet again.

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