Small Business Multiplier – Module 20: Selling to Different Social Styles
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Hello, and welcome to module 20.
Whatever you sell, whenever you sell, whether it is a product range, a range of services, or a more complex solution, one thing remains true:
People buy from People
That’s true, right?
What is also true, is that not all people are the same. They act differently, respond differently and have different behavioural preferences.
So, how come the top sales performers seem to be more effective at engaging with people of all types?
The answer is very simple, they have learned to recognise and respond to 4 markedly different and observable behavioural styles that I will outline in this module.
Note the words ‘observable behaviour’. This is different from their personality.
Very quickly when meeting new people, we can get a sense of their style and preferences and there are lots of verbal and non-verbal cues if you know what you are looking for.
Once you have established their styles, you can adapt your own style, in order to meet them ‘on their terms’.
I’ll explain this and show you some great examples and techniques as we dig into the content of this module.
By the time you get to the end of this session you’ll be able to recognise your own Social Style, attribute styles to others… and adapt your language and approach to be most effective.