Chapter 8 Role Play: Addressing Concerns and Earning Commitment Ross Electric Bob Moler has been selling for Ross Electric for six months. Most of the first four months were spent in training, learning Ross products. He spent another two weeks learning their selling process and shadowed one of their senior reps for a couple of weeks. He has barely been in the field a month and is feeling frustrated. Bob was given a hot lead the first day in the field (Grant Distributors), and the past four weeks he has made seven calls on Grant. Moler feels he is close to getting an order from Grant. Bob knows Grant is fairly happy with their present supplier, but he is aware that they have received several late deliveries. Martha Gregory, Grants senior buyer, has given every indication that she likes Ross products and Moler.

During Molers most recent call, Gregory told him shed have to have a couple of weeks to go over his proposal. Gregory really didnt have any major objections during his presentation. Moler knows his price, quality, and service are equal to or exceeds Gregorys present supplier. Gregory did say she wasnt looking forward to calling their present supplier to tell them about doing business with Ross Engineering if she decided to change.

Role Play Location:

Martha Gregorys office

Action:

Role play Martha Gregory telling Bob Moler she needs a couple of weeks to think over his proposal. Discuss the sales resistance of forestalling Gregory is using and how Moler is going to overcome the objection (use LAARC). Also, role play Gregorys concern telling her present supplier they are switching suppliers.