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Relationship strategy
- Primary decision makers: customers
- Secondary decision makers
- suport staff
- management personnel
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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
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Emotive
- High dominance/High sociability
- sociable, stimulating, dynamic, emotional
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Director
- High dominance/Low sociability
- aggressive, opinionated, determined
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Supportive
- High sociability/Low dominance
- measured opinions, detached
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Reflective
- Low dominance/Low sociability
- light hearted, reserved, avoid use of power
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What drives a salesman's ethics?
- behavior of customer
- pressure from boss
- senario
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Communication style bias
not changing your style to match your client's style
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Adaptive style
changing to match clients communication style
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Style flexing
changing communication style
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