9. •Tactics for Dealing WithTactics for Dealing With
•DriversDrivers
•
•Be clear , specific , brief and to the pointBe clear , specific , brief and to the point
•Allow expression of opinionsAllow expression of opinions
•Recognize needs for independence , esteemRecognize needs for independence , esteem
•Probe for true feelings, listen carefullyProbe for true feelings, listen carefully
•Demonstrate opennessDemonstrate openness
•Provide facts with proof to support claimsProvide facts with proof to support claims
•Show respect, do not be intimidatedShow respect, do not be intimidated
10. •Expressive CustomersExpressive Customers
•
•Assertive but responsive , let feeling be knownAssertive but responsive , let feeling be known
•More patient ----- orientedMore patient ----- oriented
•Look for personal benefits, not businessLook for personal benefits, not business
•Highly intuitive, decides based on feelings, notHighly intuitive, decides based on feelings, not
factsfacts
•Pleasant, take time to chatPleasant, take time to chat
•May be innovators – quick to start, quick toMay be innovators – quick to start, quick to
changechange
11. •Tactics for Dealing WithTactics for Dealing With
•ExpressivesExpressives
Allow time for socializingAllow time for socializing
•Know your facts, be organizedKnow your facts, be organized
•Know product advantages over competitionKnow product advantages over competition
•Support your statements with proofSupport your statements with proof
•Stress only specific benefits to the personStress only specific benefits to the person
•Summarize to check understandingSummarize to check understanding
•Close on strong, positive note ask forClose on strong, positive note ask for
commitmentcommitment
12. •Amiable CustomersAmiable Customers
•Less assertive, more agreeable, show feelingsLess assertive, more agreeable, show feelings
•May agree to buy without intending toMay agree to buy without intending to
•May also disagree, but won't say soMay also disagree, but won't say so
•Have excellent mannersHave excellent manners
•Take time to chatTake time to chat
•Friendly : decide on basis of relationships orFriendly : decide on basis of relationships or
local influencelocal influence
13. •Tactics for Dealing WithTactics for Dealing With
•AmiablesAmiables
•Open with personal commentOpen with personal comment
•Be friendly , open – show personal interestBe friendly , open – show personal interest
•Question to uncover unspoken objections andQuestion to uncover unspoken objections and
opinionsopinions
•Allow deviation from planned detailAllow deviation from planned detail
•Probe to determine true feelingsProbe to determine true feelings
•Do not take advantage of passive behaviorDo not take advantage of passive behavior
•Do not take overwhelm with detailsDo not take overwhelm with details
•Guide physician to agreementGuide physician to agreement
14. •Analytical CustomerAnalytical Customer
•Low assertiveness, high emotional controlLow assertiveness, high emotional control
•Ask questions, gather facts, examine all sidesAsk questions, gather facts, examine all sides
•Difficult to involve in two- way discussionDifficult to involve in two- way discussion
•Slower to decide – '' Wait and SeeSlower to decide – '' Wait and See''''
•Require proof of validity and safety – rely onRequire proof of validity and safety – rely on
documents and reprintdocuments and reprint
15. •Tactics for Dealing withTactics for Dealing with
•AnalyticalsAnalyticals
•Be prepared , well – organizedBe prepared , well – organized
•Provide proof from reliable documentsProvide proof from reliable documents
•Avoid closing too quicklyAvoid closing too quickly
•Establish trust, be sincere and patientEstablish trust, be sincere and patient
•Get customer involvedGet customer involved
•Do not talk too muchDo not talk too much
•Do not take advantage of passive behaviorDo not take advantage of passive behavior
16. •Clues for Recognizing Social StylesClues for Recognizing Social Styles
•Look ! Listen ! ObserveLook ! Listen ! Observe!!
•DriverDriver::
•Forceful and to the point impatient with delaysForceful and to the point impatient with delays
•Talks actions, effects Barrier oriented officeTalks actions, effects Barrier oriented office
•Efficient in using time formal dressEfficient in using time formal dress
•Uncontrolled movement Clocks and CalendarsUncontrolled movement Clocks and Calendars
•Maintains eye contact Group activitiesMaintains eye contact Group activities
17. •Clues for Recognizing SocialClues for Recognizing Social StylesStyles
•Look ! Listen ! ObserveLook ! Listen ! Observe!!
•ExpressiveExpressive::
•Excitable dramatic tone strong eye contactExcitable dramatic tone strong eye contact
•Talks ideas Friendly officeTalks ideas Friendly office
•Time undisciplined casual dressTime undisciplined casual dress
•Uses facial expressions and SlogansUses facial expressions and Slogans
•Body movements Group activitiesBody movements Group activities
18. •Clues for Recognizing Social StylesClues for Recognizing Social Styles
•Look ! Listen ! ObserveLook ! Listen ! Observe!!
•AmiableAmiable::
Relaxed , easy tone Avoids eye
contact
Talks feelings Friendly office
Time undisciplined Casual dress
Relaxed open posture Family pictures
Individual hobbies
19. Clues for Recognizing SocialClues for Recognizing Social
StylesStyles
•Look ! Listen ! ObserveLook ! Listen ! Observe
Analytical:
Speaks slowly and cautiously Slow to act
Talks facts and principles work – oriented office
Disciplined about time practical dress
Controlled body movement Books and periodicals
Avoids eye contact Individual hobbies
20. Tactics for Handling SocialTactics for Handling Social
StylesStyles
•Analytical :Analytical :
DriverDriver::
•Logical , thorough , serious ,Logical , thorough , serious , Independent,Independent,
candidcandid,,
•SystematicSystematic decisivedecisive
efficientefficient
•Rigid , inflexibleRigid , inflexible Domineering ,Domineering ,
manipulativemanipulative
•Focus on : principles , thinkingFocus on : principles , thinking Objectives ,Objectives ,
actionsactions
•Approach : Be accurateApproach : Be accurate BeBe
efficientefficient
