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Dimensions of Social Style
How to identify assertiveness and responsiveness as determinants of four social styles.How to understand the expectations of buyers of each style—and the strengths/ weaknesses of one’s own style
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Be able to appreciate the differing expectations of buyers and avoid the limits of one’s own style and assumptions.
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Identifying the Social Style of Buyers
How to “read” the behavior of different buyers in order to accurately identify their social style. How to recognize the effect of one’s own style on the behavior of buyers.
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Be able to accurately determine the social style of buyers in order to make an on-target approach.
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Managing Tension During the Sales Process
How to recognize people's perception of lower and higher versatility and how the styles tend to react under tension. How to apply versatility skills to manage tension.
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Be able to maintain an optimal sales relationship throughout the sales process—regardless of tension and difficulty
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Adapting to the Behavior of Buyers
How to adapt one’s own behavior to be in accord with the expectations of the buyer at each stage of the sales process.
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Be able to communicate persuasively throughout the sales process with buyers of each social style.
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