Finding Your Selling Style. Learning Objectives: Recognize the different behavioral styles. Identify your own dominant social style. Learn how to deal with people who operate from each of the various styles.
Wants facts and figures; precise about time; task-oriented; objective and reserved
D C B A
Inquisitive; slow-acting; low risk taker; non-verbal; cooperative
Fast; active; high risk taker; verbal; directive; competitive
Expressive about feelings; wants feelings and emotions; imprecise about time; people oriented; subjective
Identifying the Four Behavioral Styles:
Acting on generalities, regardless of gender, can kill a sale more quickly than anything else.
Being able to identify a social style does not provide a crystal ball that predicts a prospect’s every action, but it does provide a basis for forming reasonable expectations about recurring behavior.
Looking up and leftVisualizing (remembering) from the past; picturing past mentally
Looking up and right Visually constructing an image to see what it would look like
Looking down and right Remembering past feelings
Looking sideways to left Hearing sounds or voices from the past (remembering)
Looking sideways to rightConstructing a future conversation; thinking of the right word to use
Looking down to left Holding an internal dialogue with oneself; how something sound