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 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. The 4 factors are (click on the style to learn more): Dominance = How they respond to problems. Influence = How they respond to people. Steadiness = How they respond to pace. Compliance = How they respond to procedures. |
