The document discusses observation techniques for salespeople. It emphasizes the importance of observation to understand customers and adapt one's sales approach. It provides guidance on observing factors like a person's handshake, office environment, manners, eye contact, and body language. These observations can provide clues to a person's personality traits which salespeople can then use to modify their approach to maximize the chance of a successful sale.

1. Selling Skills Basic

2. Selling Skills Level 1

3. Selling Skills Jedi Level 1

4. Master Jedi Selling Skills Level 1 Observation

5. You must master observation

6. So you can adapt

7. Know your Opponent

8. Observe

9. The APPROACH The Steel Method

10. Observation Meaning Hurried Enthusiastic Methodical Unhurried Competitive Friendly Dependable Careful

11. Observe

12. The HANDSHAKE The Steel Method

13. Brief Strong Grip Pump and Hold Friendly & Firm Loose & Brief Direct Communicative Good Listener Precise Observation Meaning

14. Observe

15. The Office The Steel Method

16. Heaps & Piles Pictures of Self Pictures of Family Neat Inquisitive Verbal Kind Logical Observation Meaning

17. Observe

18. The Manners The Steel Method

19. Rude or Blunt Sociable Welcoming Very Polite Self Starter Positive Amiable Perfectionist Observation Meaning

20. Observe

21. The Eye Contact The Steel Method

22. Direct & Steady Friendly & Steady Warm & Friendly Evasive Eyes Assertive Persuasive Deliberate Accurate Observation Meaning

23. Observe

24. The Body Language The Steel Method

25. Fidgety & Restless Relaxed Defensive Posture Expressionless Driving Influential Deliberate Compliant Observation Meaning

26. Know who you are selling.

27. Assertive Driving Competitive Forceful Inquisitive Direct Self Starter Influential Persuasive Friendly Verbal Communicative Positive Compliant Careful Systematic Precise Accurate Perfectionist Logical Dependable Deliberate Amiable Persistent Good Listener Kind Dominance (Power) Influence (People) Compliance (Policy) Steadiness (Pace)

28. Modify

29. Your Approach

30. To Maximize your Acceptance.

31. Only then will you master sales

32. ABOUT THE AUTHOR David Steel is the President of New Jersey-based sales consultancy, The Steel Method, LLC. The Steel Method supplies the “glue” that holds your sales team together: education, programs, seminars, workshops, compensation, and more Visit www.thesteelmethod.com