Selling through Social s4
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This document discusses human behaviors and social styles that are important to consider when selling to different types of customers. It identifies four main social styles: driver, analytical, amiable, and expressive. For each style, it provides information on their behaviors, motivations, decision-making processes, and preferred sales approaches. Understanding a customer's social style helps salespeople tailor their messaging and approach to best connect with that individual.
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Selling through Social s4
- 1. OVER 2500 ERA Office ERA Around the globe
- 2. Selling Through Human Behaviors Social Styles
- 4. The Human Ice-berg Principle When assessing people, or trying to understand them we can only base our assessment on what we can see. BEHAVIOUR
- 5. Axis of Information flow Behaviour is Consistent Behaviour is Symbolic Behaviour is based on Reward Behaviour is Comfortable Behaviour wants to Avoid Pain Behaviour leads to Pleasure Follow UP Benefit not Feature Small actions count Sell within comfort zone No Risk Enjoy solution
- 6. Human Social Styles Spontaneous Easy-Going Dominant Self-Controlled Expressive Amiable Driver Analytical
- 7. LookslikeEasy-Going LookslikeDominant Social Styles for Sales Aggressive Decisive Arrogant Direct Tense Argue Loud Confident Talks Challenges Tells Passive Indecisive Humble Indirect Relaxed Discuss Quiet Shy Listens Accepts Asks
- 8. Social Styles for Sales Spontaneous Self-Controlled Mobile Warm Friendly Feelings Responsive Cheerful Informal Impulsive Immobile Cold Unfriendly Logic Unresponsive Serious Formal Structured
- 9. Social Style in identifying customer’s behaviors Ask/Listen Softer Moderate Paced Lean back Less Opinions Slower decisions Less eye contact Tell/Talk Louder Fast Paced Leans Toward More Opinions Faster decisions More eye contact Emotive Feeling/Emotion More Expression Inflected Intuitive People Controlled Fact Less Expression Monotone Structured Pace Task Driver Analytical AmiableExpressive
- 10. Segment your prospect Driver Analytical AmiableExpressive •Open, Gregarious, Friendly •Dramatic & Exaggerates •Creative •Lacks implementation •Good persuader •Friendly, laid back •People’s person •Caring, concern for others •Little concept of time •Good crisis managers •Quiet, shy •Slow to act •Careful, avoids risks •Calculating •Cold, distant, aloof •Few words •To-the-point •Selective with relationships
- 11. Know what motivates ! Driver Analytical AmiableExpressive •Facts & information •Getting it right •Showing how smart they are •Detail Thoroughness •Perfectionism •The bottom-line •Get results •Doesn’t trust “theory” •Autocratic •Power •Getting things done •Bored easily •Cheerleader •Financial Incentives •Enthusiastic & Spontaneous •Building relationships •Nurturing and caring •Loyalty •Loves small-talk •Avoids personal risk
- 12. Decision-making & Closing Driver Analytical AmiableExpressive •Slow & careful •Collects too much info •Tends to get bogged down •Great attention to process •Firm and quick •Loves making decisions •Often above their authority •Even if it’s wrong •Impulsive •Lacks planning •“Seat of the Pants” Attitude •Gut Feel •Will let others make decisions •Easy-going •Leaves it till last minute •Changes mind to suit others
- 13. Sales Approach Driver Analytical AmiableExpressive •Calm and controlled •Attention to detail •Lots of info •Time to make decisions •Get to the point •No “frilly” stuff •Meet commitments •Deliver results •Energy & Enthusiasm •Get to the point quickly •Entertaining & Cheerful •Expression & compliments •Little detail – big picture •To be friendly •Spend time to know them •Be personable •Laid-back attitude •Caring