An earlier post discussed the two selling styles and how salespeople needed to blend them to suit the occasion—a particular point in the sales cycle. What is meant by blending styles? To answer this question, we need to revisit customer interactions. Most selling is done in face to face interactions with the customer, and sales cycles usually involve several meetings in which the salesperson plays out a scripted strategy to win the sale.
Although a good salesperson will have mapped out the objectives of a call beforehand, things don’t always go as planned. The customer may be having a bad day which will bring the salesperson’s personal skills into play. Conversely, the customer may be ready to take off for a weekend at the cottage, and the salesperson must try to get the business taken care of as there may not be another chance for a long time. The salesperson must hop between relationship and opportunity focus as appropriate.