Preferred manner for responding to problems, people, pace and procedures
Each person has a preferred communication style when dealing with other people – this observable behavior is indicative of the person’s selling style. Some styles prefer many brief, fast-paced interactions while others prefer fewer, long-term customer relationships. A mismatch in this realm often leads to poor closing ratios and high customer turnover.
There are 4 factors prevalent in all people to varying degrees. The intensity of each factor defines the preferred selling style of that person.
Dominance = How they respond to problems.
Influence = How they respond to people.
Steadiness = How they respond to pace.
Compliance = How they respond to procedures.