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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.

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finding your selling style
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.
  • Understand the concept of versatility and how it affects your ability to relate to all social styles.
  • Become familiar with gender issues in selling.
  • Discover how neurolinguistic programming can be useful to salespeople.
  • Chapter 5
a difference in social style
A Difference in Social Style
  • Failure to understand social styles can cause lost sales, frustration, resentment, or firing
    • Understanding styles leads to better communication
    • Style analysis was started by Carl Jung and modified by others
the social styles model
The Social Styles Model
  • Basic Concepts
    • Primary style: a person’s favorite style
    • Back up style: used sometimes (especially under stress)
    • Clues to style: manner of speech, use of time, gestures used
    • We respond to a style similar to our own
  • Behavioral Styles in Selling
    • Know your style well
    • Style reflects surface behavior. It is not an in-depth personality analysis
the social styles profile
The Social Styles Profile

Wants facts and figures; precise about time; task-oriented; objective and reserved











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

recognizing social styles
Recognizing Social Styles
  • Understand the preceding grid which plots assertiveness and responsiveness
  • Each quartile in the grid represents levels of intensity

Identifying the Four Behavioral Styles:

versatility as a communication tool
Versatility as a Communication Tool
  • Conflict can happen if we use or stay in our own style
    • Flexibility or Versatility: the willingness to control personal behavior and adapt
    • Psychological Reciprocity: when we move toward their style, then they feel compelled to move toward our style
identifying pace and priority
Identifying Pace and Priority
  • Three questions to ask yourself to determine a prospect’s pace and priority:
    • How fast are decisions made?
    • How competitive is the person?
      • Not just in sports!
    • How much feeling is displayed?
gender style differences
Gender Style Differences
  • Contribution of Gender Issues in the Business World
    • Proxemics(the distance individuals prefer to keep between themselves)
      • Plays a major role in cross-gender communication
    • Important to emphasize and encourage the differences between men and women’s communication styles in order to benefit from those differences
relating to the opposite sex
Relating to the Opposite Sex
  • Ask Yourself: Do gender differences create diverse ways of thinking or different reactions in a sales situation?
    • Determine what you need to be aware of when selling to someone of the opposite sex
    • Adjust your style to use the strengths unique to the gender of your prospect


Acting on generalities, regardless of gender, can kill a sale more quickly than anything else.

reading the prospect s environment
Reading the Prospect’s Environment
  • Notice the Prospect’s Surroundings
    • Office decorations and how things are arranged
    • Furniture
    • Pictures, diplomas, awards

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.

social style profile driver
Social Style Profile: Driver
  • Decisive in action and decision making
  • Likes control; dislikes inaction
  • Prefers maximum freedom to manage self and others
  • Cool, independent, and competitive with others
  • Low tolerance for feelings, attitudes, and advice of others
  • Works quickly and impressively alone
  • Has good administrative skills
social style profile expressive
Social Style Profile: Expressive
  • Spontaneous actions and decisions
  • Likes involvement
  • Exaggerates and generalizes
  • Tends to dream and get others caught up in those dreams
  • Jumps from one activity to another
  • Works quickly and excitedly with others
  • Seeks esteem and group identification
  • Has good persuasive skills
social style profile amiable
Social Style Profile: Amiable
  • Slow in making decisions or taking actions
  • Likes close, personal relationships
  • Dislikes interpersonal conflict
  • Supports and actively listens to others
  • Weak in goal setting and self-direction
  • Seeks security and identification with a group
  • Has good counseling and listening skills
social style profile analytical
Social Style Profile: Analytical
  • Cautious in decisions and action
  • Likes organization and structure
  • Dislikes involvement
  • Asks specific questions
  • Prefers objective, task-oriented, intellectual work
  • Wants to be right, so collects much data
  • Works slowly, precisely, and alone
  • Has good problem-solving skills
neurolinguistic programming nlp
Neurolinguistic Programming (NLP)
  • Perceptual fields are ways in which people view the world
    • Use these as another way to observe and understand people
    • Separate from social style analysis
    • The science of how the brain learns
  • Modes of Perception - Most of us favor one mode
    • Auditory - Sound
    • Visual - Sight
    • Kinesthetic - Touch
identifying a prospect s behavior
Identifying a Prospect’s Behavior
  • Tapping into the prospect’s system of perception
    • NLP can help you develop the ability to identify a prospect’s mode of perception
    • Adapt your mode of selling to their mode of learning
  • Ethics of employing social style analysis or NLP concepts:
    • Good if they are used as tools to obtain information that will aid in serving the client
    • If they are used to satisfy personal greed, then you have an ethical problem
identifying modes of perception
Identifying Modes of Perception

Visual Perception

Looking up and left Visualizing (remembering) from the past; picturing past mentally

Looking up and right Visually constructing an image to see what it would look like

Kinesthetic Perception

Looking down and right Remembering past feelings

Auditory Perception

Looking sideways to left Hearing sounds or voices from the past (remembering)

Looking sideways to right Constructing a future conversation; thinking of the right word to use

Looking down to left Holding an internal dialogue with oneself; how something sound

interpreting predicate words
Interpreting Predicate Words
  • Listen for word cues
    • I am watching developments in that particular stock; before I buy, I want to see the progress it makes this quarter and get a picture of what to expect in the future
    • There is so much noise in here that I can’t hear myself think
    • The atmosphere was heavy and damp; there was an oppressive stillness, thick with apprehension
  • Match word cues with eye cues for better precision