4. To assess your ability to style flex, assume you are going to make four sales calls...

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4. To assess your ability to style flex, assume you are going to make four sales calls on customers displaying each of the four communication styles. For purposes of illustration, consider your first call is on an Emotive customer with a communication style like Jay Leno. The second call is on a Supportive customer with a communication style like Julia Roberts, the third is on a Reflective customer with a communication style like Bill Gates, and the last is on a Directive customer like Martha Stewart. For each of these customers refer to the online communication style assessment and assess the behaviors you would demonstrate as you established your relationship with them. Print each of the profiles and compare them to one another. Did you flex your style of communication to better interact with the customer representing Jay Leno’s style versus the customer representing Julia Roberts’ style? Did you flex differently for the customer representing Bill Gates, and Martha Stewart?

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Selling Today

ISBN: 9780618345878

12th Edition

Authors: Gerald L. Manning, Michael L. Ahearne, Barry L. Reece

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