Question

Adaptive Selling Case Problem- Ray Perkins/Grant Real Estate DUR Bookshelf reader. Click here to open. Don't show again Ray Perkins has been employed at Grant Real Estate for almost two years. Prior to receiving his real estate license, he was a property manager with a large real estate agency in another community. During his first year with Grant, he was assigned to the residential property division and sold properties totaling $825,000. He then re- quested and received a transfer to the commercial division. Three months ago, Ray obtained a commercial listing that consisted of 26 acres of land near a growing residential neighborhood. The land is zoned commercial and appears to be ideally suited for a medium-sized shopping center. Ray prepared a detailed prospectus and sent it to Vera Maynard, president of Mondale Growth Corporation, a firm specializing in development of shopping centers. One week later, he received a letter from Ms. Maynard requesting more in- formation. Shortly after receiving Ray's response, Ms. Maynard called to set up an appointment to inspect the property. A time and date were finalized, and Ray agreed to meet her plane and conduct a tour of the property. Ray is a quiet, amiable person who displays the Supportive communication style. Friends say that they like to spend time with him because he is a good listener.

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It is not a giod idea to put a label on someone and then assume the label tells us everything about the person. As Ray attempts to build a rapport with Ms. Maynard, what other personal characteristics should he try to identify?

Answer 1

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Mr. Ray should identify different personal characteristics that can help him build a good rapport with her. The first personal characteristics is the perception and attitude held by Ms. Maynard. Each person holds its own perception and attitude that is based upon the learning, values & belief system and other cultural impacts upon that person. Identifying it, will help Mr. Ray to customize the delivery of content or presentation to convince Ms. Maynard to pursue the development of projects. The second personal characteristic is the personalty type it can be type A or type B, preferring wither qualitative data or quantitative data to understand the proposal. Accordingly, Mr. Ray can modify the presentation, dialogue with suitable data and method of interaction. It will build a good rapport and Ms. Maynard would like to listen more of Mr. Ray. The third personal characteristics is the cultural preferences that is very personal to each person. Mr. Ray should identify it and build and serve an environment that is amiable to the preferences shown by Ms. Maynard. So, identifying different personal characteristics, help succeed in negotiations.