{"id":1140,"date":"2007-08-17T17:25:17","date_gmt":"2007-08-17T22:25:17","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2007\/08\/selling-with-style\/"},"modified":"2007-08-17T17:25:17","modified_gmt":"2007-08-17T22:25:17","slug":"selling-with-style","status":"publish","type":"post","link":"https:\/\/selectmetrix.com\/blogs\/2007\/08\/selling-with-style\/","title":{"rendered":"Selling With Style"},"content":{"rendered":"<p>We&#8217;ll close the week with an article from ManageSmarter.com titled <a href=\"http:\/\/www.managesmarter.com\/msg\/content_display\/sales\/e3ie52c8f9612d2aad902f1b58d0c889c07\" target=\"_blank\">Building Client Relationships: Use Sales Psychology to Create More Lifetime Clients<\/a>.&nbsp; The thrust of the article is how to use DISC styles when selling.&nbsp; This tool is one of four assessments we incorporate into our hiring process.<\/p>\n<p>The author is correct &#8211; knowing your prospect or customer&#8217;s style should be part of any saalesperson&#8217;s repetoire.&nbsp; This isn&#8217;t the Jedi mind trick but rather a focus on clear communication.&nbsp; If a sales rep doesn&#8217;t know how to sell, understanding a prospect&#8217;s preferred style will only make the salesperson clearer in their failure.<\/p>\n<p>However, an effective salesperson who learns and uses the styles becomes&nbsp;far better at qualifying and closing.<\/p>\n<p>Some good tips from the article:<\/p>\n<blockquote>\n<p><b>How to Put This Knowledge into Action During Two Key Stages of the Sales Process<\/b><\/p>\n<p>Opening the call:<br \/><b>\u20ac\u00a2 Customer behavior type D:<\/b> Be clear, specific, brief, and to the point.<br \/><b>\u20ac\u00a2 Customer behavior type I:<\/b> Be friendly. Listen for both facts and feelings. Make time for relating and socializing.<br \/><b>\u20ac\u00a2 Customer behavior type S:<\/b> Be genuinely sincere. Create a non-threatening environment for them.<br \/><b>\u20ac\u00a2 Customer behavior type C:<\/b> Ask lots of questions and be patient while they answer in minute detail.<br \/>Obtaining commitment:<br \/><b>\u20ac\u00a2 Customer behavior type D:<\/b> Briefly highlight their key options and ask for the order assertively.<br \/><b>\u20ac\u00a2 Customer behavior type I:<\/b> Inspire them to action. Keep the close relaxed and friendly.<br \/><b>\u20ac\u00a2 Customer behavior type S:<\/b> Detail how they can take practical action and confirm without pushing or rushing them.<br \/><b>\u20ac\u00a2 Customer behavior type C:<\/b> Create a scheduled approach to implementing action with step-by-step timetables. Point out guarantees.<\/p>\n<\/blockquote>\n<p><a href=\"http:\/\/www.selectmetrix.com\/Assessing_Selling_Style.html\" target=\"_blank\">We have more descriptions of DISC styles on our website<\/a>.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>We&#8217;ll close the week with an article from ManageSmarter.com titled Building Client Relationships: Use Sales Psychology to Create More Lifetime Clients.&nbsp; The thrust of the article is how to use DISC styles when selling.&nbsp; This tool is one of four assessments we incorporate into our hiring process. The author is correct &#8211; knowing your prospect or customer&#8217;s style should be part of any saalesperson&#8217;s repetoire.&nbsp; This isn&#8217;t the Jedi mind trick but rather a focus on clear communication.&nbsp; If a sales rep doesn&#8217;t know how to sell, understanding a prospect&#8217;s preferred style will only make the salesperson clearer in their failure. However, an effective salesperson who learns and uses the&hellip; <a class=\"read-more\" href=\"https:\/\/selectmetrix.com\/blogs\/2007\/08\/selling-with-style\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","enabled":false},"version":2}},"categories":[6,14,9],"tags":[],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-io","jetpack-related-posts":[],"_links":{"self":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1140"}],"collection":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=1140"}],"version-history":[{"count":0,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1140\/revisions"}],"wp:attachment":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1140"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1140"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1140"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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