Isaac's last visit to a new, potentially large customer was spent entirely on getting to know the buyer in an effort to build rapport and trust, so much so that very little business was discussed during the visit. When attempting to set up an appointment for a return visit, the buyer seemed reluctant to make time in his schedule to see Isaac. What is the most likely reason?
A) Isaac must not have built as much rapport and trust with this prospective customer as he originally thought.
B) The buyer did not see any value in continuing a sales dialogue that had no clear purpose or customer focus.
C) Isaac should have used more need-based questioning techniques in the initial visit.
D) The buyer was more than satisfied with other forms of marketing communication from the company.

Question

Quizplus · Accepted Answer

The buyer's reluctance to make time for a return visit suggests that they did not see any value in continuing a sales dialogue. This is likely because Isaac's initial visit focused entirely on building rapport and did not address the buyer's needs or provide any clear purpose for the dialogue.

Isaac's Last Visit to a New, Potentially Large Customer Was