A salesperson is required by his employer to use a script when making a sales presentation. The script includes standard jokes and repeated attempts at relationship building,plus a rapid close to the sale. The salesperson recognizes that a potential client has a reflective communication style and may be offended by some of the elements in the script. What should the salesperson do?
A)The salesperson should omit the jokes and downplay the relationship-building attempts,while drawing out the close to give the potential client longer to decide.
B)The salesperson should abandon the script without telling her manager and be blunt and direct with the potential client.
C)The salesperson should double up on the research and facts she presents during the presentation to appeal to the potential client's deliberate side.
D)The salesperson should ask her sales manager to come with her to the first sales call so that the potential client knows the company is serious about winning the client's business.
E)The salesperson should stick with the script and timing as written,as it's been tested by her manager and has a high rate of success.

Question

Quizplus · Accepted Answer

The salesperson should use the script as a general guideline but modify it to accommodate the potential client's reflective communication style. By omitting the jokes and downplaying relationship-building attempts, the salesperson can focus on making a connection with the client in a way that is more appealing to their communication style. Drawing out the close will also give the potential client more time to consider the offer and make a decision. It's important to be flexible in sales approaches and adapt to the client's needs.

A Salesperson Is Required by His Employer to Use a Script