WEEK 10 RAPPORT
The TACTIC: Hear the prospect’s music.
“In conclusion,” said Nick, “I believe the picture I’ve painted, how my company’s products fit in
perfectly with where you are now, will show us the path to a long and mutually beneficial rela-
Lucy didn’t respond at first. As the newly appointed CEO, she was used to being able to ask
a million questions. Nick’s presentation format didn’t lend itself to that, especially when right
at the beginning, he said that all questions and concerns would be dealt with at the end.
“No questions?” asked Nick, seeing that Lucy was not responding.
“Well,” said Lucy, responding at last to a nagging question that finally surfaced in the back of
her mind, “somewhere at the beginning of your presentation I heard you say, or I think I heard
you say, that pricing guarantees were possible?”
“I see I have to clarify that. Pricing guarantees are only available if you have opted to purchase
a range of our products from at least three different categories.”
“I have to say it; you’ve completely lost me.”
“Perhaps this will help,” said Nick, digging through his briefcase, finally coming up with the
product comparison chart. As he unfolded it on Lucy’s desk, he noticed that she seemed even
more perplexed than before. If she can’t see how this makes sense, thought Nick, maybe I’m
just wasting my time with her. Best break this off and go see someone who gets the picture.
As Nick was explaining the chart, Lucy’s phone rang. She picked it up and spoke for a minute
“Nick, I’m sorry. This is a really important call. Tell you what, why don’t I call you tomorrow?
“No problem for me to stop in.”
“I don’t have time to see you tomorrow. I’ll call. Thanks for coming by.” As Nick left her office,
she was relieved to finally be able to talk with someone.
As Nick was driving away, he was annoyed at how she had just whisked him away, but at
least he was out of there and on to someplace where they could see what he had.
Nick didn’t make the sale, and as he tried harder and harder to get his picture painted, Lucy
heard less and less. The final note for Lucy was being presented with the comparison chart.
Nick, despite being crystal clear in his presentation, had no idea why his straight-forward