Selling With Style - Selling the Way People Buy

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Selling With Style - Selling the Way People Buy. Here's the slide deck from yesterday's Vancouver Sales Performance Meetup.

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Selling With Style - Selling the Way People Buy

  1. 1. Selling with Style with @ShaneGibson
  2. 2. Not this Kind of Style
  3. 3. “Sales is about creating an environment where an act of faith can take place.”
  4. 4. …Faith is based upon trust …Trust is based upon credibility
  5. 5. Credibility is Subjective
  6. 6. How You See Yourself Most of the Time in Most Situations with Most People Quick Read Tool A 10 9 8 7 6 5 4 3 2 1 Very Outspoken Extroverted B 10 9 Very Structured Regimented 0 A Very Quiet Introverted 8 7 6 5 4 3 2 1 0 B Very Unstructured Casual
  7. 7. Styles Promoter Supporter B – Very Unstructured 0 1 2 3 4 A - Very Outspoken 10 9 8 7 6 5 4 3 2 1 0 A – Very Quiet 6 7 8 9 10 B – Very Structured Controller Analytical
  8. 8. The Supporter • • • • • • • • Sensitive Lacks structure Save the relationship Loves to help others Persuade – guarantees and assurances Speciality – supportive role Downfall – a friend in need Back up style under pressure – fit in
  9. 9. The Analytical • • • • • • • Provide details, facts and data Save face Lacks spontaneity Persuade – support principles and thinking Speciality – accuracy Downfall – decisions can take forever Back up style under pressure – to avoid
  10. 10. The Controller • • • • • Loves results Decision maker Save time Likes to be in charge Persuade– options and probabilities – support their conclusions and actions • Speciality – action NOW • Downfall – need to be right /argumentative • Back up style under pressure – my way or the highway
  11. 11. The Promoter • • • • • • • Likes applause Best Starters Saves effort – takes short cuts Influenced by their dreams and intuitions Persuade – testimony & incentives Speciality – expressive Downfall – lack of focus, follow through and they think aloud • Back up style under pressure – attack
  12. 12. Styles Promoter Supporter B – Very Unstructured 0 1 2 3 4 A - Very Outspoken 10 9 8 7 6 5 4 3 2 1 0 A – Very Quiet 6 7 8 9 10 B – Very Structured Controller Analytical
  13. 13. Supporter Persuasion • Be prepared to take time…don’t rush the meeting(s) • Spend time building trust and getting personal • Wants: security, to maintain, to help their team and family, to build better relationships, avoid disharmony, to grow and work at their own easy pace
  14. 14. Analytical Persuasion • Be accurate and prepared • Show a sense of certainty (without the flash) • Confirm opinions and processes they have • Take your time giving and hearing the facts • Remember they value quality and are linear in nature
  15. 15. Controller Persuasion • • • • • Strong posture when dealing with them Focused answers said with conviction Brief purposeful interactions Take action immediately if possible Don’t ask personal questions or share personal information • Quick pace
  16. 16. Promoter Persuasion • Have fun and be witty • Ask them for feedback, and ask questions to keep them on focus. • Express opportunities in with a big picture, future focus and limit the details • Recognize and compliment them • Let them win, be first, be newest
  17. 17. Summary • The ideal style is the style shifter • Awareness and treading lightly can pay dividends • Make it part of your sales process to read people, record what you observe and incorporate it into your strategy.

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