Sales Workshop WHY CUSTOMERS BUY Cyndi GUNDY President
Sales Workshop WHY CUSTOMERS BUY
Cyndi GUNDY President, CG Consulting
Agenda • What is adaptive selling & how it can be used to connect and sell more • Identifying the 4 social styles • How to adapt yours to the other 3
ADAPTIVE SELLING WHAT IS IT?
THE 4 SOCIAL STYLES
SOCIAL STYLES ASSERTIVENESS Task oriented Competitive Rapid movers Quick decision makers Initiative takers Time sensitive RESPONSIVENESS Friendly Talkative Approachable Less time-sensitive Slower decision makers Sensitive
Low Responsiveness Low Assertiveness Analyticals Drivers Industrious Persistent Serious Orderly Determined Demanding Decisive Efficient Amiables Expressives Supportive Respectful Willing Personable Stimulating Enthusiastic Dramatic High Responsiveness High Assertiveness
Analyticals Interested in Facts, principles, logic Decisions Slowly Sell with Solid, tangible evidence Background Technical “Just the facts ma’am”
Analyticals Attire Conservative Office Organized, work oriented, achievement awards Activities Solitary Examples
Analyticals
Drivers Interested in Getting ahead in their company / career Decisions Quickly, take risks Sell with Show facts affect results, “bottom line” Background Technical “Do it my way, now!”
Drivers Attire Conservative Office Calendar, achievement awards, no slogans Activities Group Examples
Drivers
Amiables Interested in Close, personal relationships, cooperation, harmony Decisions Slowly Sell with Build personal relationships, stress benefits in terms of effects on employees Background Liberal arts “ I love you, you love me. ”
Amiables Attire Casual Office Friendly, open atmosphere, personal mementos Activities Solitary Examples
Amiables
Expressives Interested in Power, politics, quest for personal reward Decisions Quickly, impatient, risk taker Sell with How your product will help them achieve status, name-dropping, colorful & interactive visuals Background Liberal arts What’s in it for me? Who can help?
Expressives Attire Fashion forward, flamboyant Office Cluttered with motivational sayings displayed Activities Group Examples
Expressives
WHAT IS YOUR SOCIAL STYLE?
ADAPTING YOURS TO THEIRS
Knowing Yours Identifying Theirs Adapting
Adapting to Sell More Analyticals Sell the Transitions technology, the science, the history Drivers Promote a concise health and monetary benefit Amiables Highlight the convenience and health benefits Expressives Compliment how they will look, name any celebrities who wear them, use testimonials
“When I am indoors, my Transitions lenses are completely clear and no one knows I’m wearing them. When I go outside, they darken just the right amount. It’s effortless. Frankly, Transitions lenses have surpassed my expectations by far. ” -Tim Gunn
“I have them and I love them. I always lost sunglasses before. ” “I bought a pair about 6 months ago. They work great! Don't even notice the change. ” “I love mine, the transition time is pretty quick. ” “I've been wearing Transitions lenses for years and think they're great! Bear in mind, there are other brands of photochromic lenses out there that are nowhere near as good. I love my Transitions lenses and wear them daily. ” “Once I got the glasses, I found them very comfortable and really liked that I could walk outside and enjoy the quick photochromic change, then walk back inside and work at my computer. ”
www. cyndigundy. com THANK YOU
- Slides: 26