The Reflective person responds in a positive way to a thoughtful, well-organized approach. Arrive at meetings on time and be well prepared. In most cases, it is not necessary to spend a great deal of time building a social relationship. Reflective people appreciate a no-nonsense, businesslike approach to personal selling. Use specific questions that show clear direction. Once you have information concerning the prospect’s needs, present your proposal in a slow, deliberate way. Provide as much documentation as possible. Do not be in too big a hurry to close the sale. Never pressure the Reflective person to make quick decisions.