Pat Patterson, founder of Pat's Protein Shakes, produces and sells a variety of health beverages and related products. Pat has just developed a protein shake line that is low in carbohydrates and full of healthy fats with omega 3 and omega 6 fatty acids, which can help lower the risk of heart disease. Pat has hired you as Vice President of Sales to help her launch her product into the major grocery and health food stores across Canada.

Through your amazing prospecting methods, you have been given 30 minutes with Omar Omaha, head buyer of Hungry Healthy Food Store (HHFS), a leading health food retailer in Canada with 500 stores and growing. HHFS sells a variety of brands of health foods, and sells more healthy beverages than any other retailer in Canada. They pride themselves on their healthy beverage selection. It would be a huge win if you could get Pat's Protein Shakes into HHFS. 

You've done some research, and you have learned that in HHFS's most recent financial report, sales missed expectations. HHFS has been losing share to its competitors, particularly in the healthy beverage category, and they have publicly stated they want to regain this lost share. You think you may be able to help because Pat's Protein Shakes taste great, and contain more omega 3 and omega 6 than any other protein shake you've seen in Canada. 

Your Action Objective for this first meeting is to better understand what priorities Omar Omaha has, particularly in the healthy beverage category, and generate enough interest from Omar that he invites you to a second meeting for a presentation and tasting of Pat's Protein Shakes.

Provide an example of an open-ended survey question you'd ask Omar Omaha, and a follow up probing question. What is the purpose of these two type of questions?

Answer rating: 100% (QA)

Openended survey question Omar as you work to regain market share in the healthy beverage category w... View the full answer