Question

If a sales rep is speaking with a specific person and discovers that the person doesn't exactly match their assigned persona, what should the sales rep do?

A) Stick to the prepared script
B) Ignore the mismatch
C) Adjust the conversation based on the individual
D) End the conversation

Answer 1

When a sales rep's assigned persona doesn't match the individual they're speaking with, they should adjust the conversation to fit the unique circumstances of that person for a more customer-centric approach.

Step-by-step explanation:

If a sales rep is speaking with a specific person and discovers that the person doesn't exactly match their assigned persona, the recommended approach is to adjust the conversation based on the individual (option C). This means that while the sales rep may have a prepared script or strategy in mind, it is crucial to tailor the interaction to fit the unique needs, concerns, and interests of the person they are engaging with. Personalization in the sales process can lead to better customer experiences and potentially more successful sales outcomes. Adapting the conversation is part of creating a customer-centric approach, which is increasingly important in today's business environment.