When a sales person with a Supportive style of communication is dealing with a customer with Emotive communication style she should use adaptive selling.

Question

Quizplus · Accepted Answer

A supportive communication style is focused on building relationships, showing empathy and listening actively. An emotive communication style is focused on expressing emotions, opinions and views. Since these two communication styles are different, using adaptive selling techniques would help the salesperson to adjust their communication style to match the needs of the customer. Adaptive selling is about adjusting your selling style to match the customer's communication style, needs and preferences. By doing this, the salesperson can build rapport, establish trust and create a positive buying experience for the customer.

When a Sales Person with a Supportive Style of Communication