Your boss calls you into a meeting and has requested that you take over an account that has been difficult to sell a service program that includes Advance Replacement.

Other Account Managers have not been successful in the past, and your boss believes that you have what it takes to get an appointment to present your service offering.

You have heard through the grapevine that this customer is a difficult prospect.

Being up for the challenge, you pick up the phone and make an appointment to see Jack Miller of the ACME Company the following day.

You walk into Jack’s office with a list of his uncovered hardware items and introduce yourself as the new account manager. Jack appears very busy and overwhelmed today.

What initial question would you ask him?