Knowing his prospect would be concerned about the possibility of contamination of the foods he was processing with his packing equipment,Luca opened by saying,"Did you know that 2 deaths in Canada last year were attributed to toxic lubricants in food processing equipment.To prove to you the conveyer belt lubricant I'm offering you is non-toxic,I'm going to eat a spoon-full right now." With that,Luca opened the can of grease in front of him and began eating.What approach was Luca using?
A) referral
B) premium
C) shock
D) showmanship
E) complimentary

Question

Quizplus · Accepted Answer

Luca is using the shock approach by mentioning the deaths caused by toxic lubricants and then proving the safety of his product by consuming it himself. This creates a dramatic and memorable impression on the prospect.

Knowing His Prospect Would Be Concerned About the Possibility of Contamination