“Values & Behaviors Based Selling” Workshop, Friday, October 21st 2005
July 22, 2005 by Simon
I was reminded of the value that is offered in a workshop that I facilitate called “Values & Behaviors Based Selling” during a coaching call yesterday.
I was discussing how my client might adjust their Behavioral Style to suite that of a client that they were going to be meeting to “list” their home.
My client’s Behavioral Style is “Influencer”.
Characteristics Include:
?Ø‚Äö¬ß Social
?Ø‚Äö¬ß People-oriented lack of attention to details
?Ø‚Äö¬ß May over-promise
?Ø‚Äö¬ß May be “too talkative”
?Ø‚Äö¬ß May close too slowly, or not at all
?Ø‚Äö¬ß Enthusiastic
?Ø‚Äö¬ß Wordy, non logical presentation
Their client’s Behavioral Style is “Analytical”.
When an “Influencer” is dealing with an “Analytical”, here are some things to keep in mind;
?Ø‚Äö¬ß Keep your distance
?Ø‚Äö¬ß Do not touch
?Ø‚Äö¬ß Give them the facts, figures and proof
?Ø‚Äö¬ß Do not waste time
?Ø‚Äö¬ß Do not be personal
?Ø‚Äö¬ß Be friendly and direct
?Ø‚Äö¬ß Answer all questions, then close
?Ø‚Äö¬ß Be concerned with details
By comparison, do you see how there will be conflict between these two styles if my client does not adjust their Behavioral Style?
I plan to offer a One-Day Live “Values & Behaviors Based Selling” Workshop, Friday, October 21st 2005 in Vancouver, B.C. – details to follow.
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