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 put off by some of the elements in the script.What can the salesperson do?
A)The salesperson can gloss over or 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 can abandon the script without telling her manager and be blunt and direct with the potential client.
C)The salesperson can 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,no matter what the communication style of the potential client is.

Question

Quizplus · Accepted Answer

The salesperson should prioritize adapting to the potential client's communication style to increase the chances of making a successful sale. By omitting or downplaying certain elements in the script, while allowing the potential client more time to make a decision, the salesperson can better accommodate a Reflective communication style.

A Salesperson Is Required by His Employer to Use a Script