Jared James is a top salesperson at a leading manufacturer of agricultural machinery parts. He is a classic directive: decisive,fact-oriented,direct,and focused on closing the deal. He understands the importance of style flexing,however,as not all buyers respond to the directive style. Jared has been thinking about how to approach a new client,Alex Doyle,who is a buyer for a huge combine manufacturer. Alex has a supportive style. What adjustments should Jared make in his usual mode of communicating?
A)Jared should focus more on benefits and less on facts in his sales presentation to Alex.
B)Jared should make an effort to develop rapport with Alex and plan for several conversations before he attempts to close the sale.
C)Jared should take Alex out for dinner at a high-profile restaurant so they can develop a personal relationship before he begins to talk about the product.
D)Jared should be sure he has the facts to back up any claims he makes to Alex,and consider sending Alex the research and quality-control reports before their first meeting so Alex can examine the documentation.
E)Jared should hang back to let Alex guide the conversation during sales calls so that Alex doesn't feel overwhelmed by Jared's blunt presentation style.

Question

Quizplus · Accepted Answer

Since Alex has a supportive style, Jared should make an effort to develop rapport with him and plan for several conversations before attempting to close the sale. This will allow Alex to feel more comfortable and build a relationship of trust with Jared. It will also give Jared the opportunity to understand Alex's needs and adapt his sales approach accordingly. Building rapport and developing a relationship is especially important for salespeople with a directive style when dealing with supportive buyers.

Jared James Is a Top Salesperson at a Leading Manufacturer