Are your salespeople making the same style of presentation to every buyer?

 People buy from people they like---BUT what do they like???

The following statements are True:

·         People tend to buy from sales people who have behavioural styles similar to their own.

·         Sales people tend to sell more to people with behavioural styles similar to their own.

·         Sales people who are aware of their behavioural style and learn to “blend’ with their customer’s style are able to increase their sales.

                

How many sales do your salesmen lose because of not ‘behaviourally” treating your customers in the buying style that the customer prefers?

PEOPLE BUY FROM PEOPLE THEY LIKE!

(ie: Birds of a feather, flock together)

Some buyers:

·         Like you to be direct                *   Like personal talk.

·         Like to have fun                       *   Like time to think.

·         Like new products.                  *   Like to negotiate.

·         Like proven products.              *   Like showy products.

·         Like a lot of data.                     *   Like traditional products.

·         Like to be touched.

                                           …and some DON’T!

                        

              There are 4  behavioural languages, ONLY 4, and every human being on Earth fits into one of them………..

·         Dominant.       )

·         Influencer.       ) 

·         Supporter.       )    Known as D-I-S-C.

·         Compliant.      )

                    If your salespeople do not understand these 4 styles of buying behaviour and how to adjust their selling style and sales closing strategy, ie. the DISC language, you are saying goodbye to valuable sales dollars. The single, best way for the company chief sales executive to increase sales dollars and customer satisfaction is to train the sales team in the DISC language and to apply the most effective techniques to close the sale successfully.

            Your salesman must know:

1.      His own behavioural style.

2.      Know his customer’s buying behavioural style.

3.      How to blend his selling style, with that of his customers, to eliminate friction in the sales process.

4.      To apply the type of sales close technique most successful for a specific buying style.

            A 3 hour seminar presentation to your sales force/customer service people at your next sales meeting.

            Interactive: each participant is supplied with a 20 page assessment of their personal selling style , a BENCHMARK ---- (10 minutes only to complete on the internet, 24/7, in advance of the meeting) plus 12 different closing strategies applicable to different buying styles.

          

           IDEA:  Invite your customer’s sales people to attend. An excellent opportunity to “bond” and show them that you care.

           Upon request, I will send you a 13 slide sampler of the presentation, plus an offer for a complimentary/no obligation selling style assessment, so that you can fully appreciate the powerful report and seminar content.

           I look forward to hearing from you with any comments/ questions that you may have.

Chris Wilkinson.                              

Certified Business Behaviour & Attitudes Analyst.               

Business Coach.

Tel: (905) 275-2907 (Mississauga).

E-mail: buspilot@bell.net