Sales_Test 1_part 4

  1. Relationship strategy
    • Primary decision makers: customers
    • Secondary decision makers
    • suport staff
    • management personnel
  2. Emotional intelligence
    • empathy: relatable
    • perceiving others' emotion: non verbal communication
    • self awareness: convey good self image
    • -good closing %
    • -repeat customers
    • self regulation: stay calm and address issues
    • self motivation: personal drive
  3. Emotive
    • High dominance/High sociability
    • sociable, stimulating, dynamic, emotional
  4. Director
    • High dominance/Low sociability
    • aggressive, opinionated, determined
  5. Supportive
    • High sociability/Low dominance
    • measured opinions, detached
  6. Reflective
    • Low dominance/Low sociability
    • light hearted, reserved, avoid use of power
  7. What drives a salesman's ethics?
    • behavior of customer
    • pressure from boss
    • senario
  8. Communication style bias
    not changing your style to match your client's style
  9. Adaptive style
    changing to match clients communication style
  10. Style flexing
    changing communication style
Author
kyle.coughlin
ID
197900
Card Set
Sales_Test 1_part 4
Description
Sales_Test 1_part 4
Updated