The Versatile Salesperson. Selling the Way Your Customer Wants to Buy

  • ID: 2240527
  • Book
  • 206 Pages
  • John Wiley and Sons Ltd
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This guide will help you develop your selling skills and increase sales. Shows how to acquire sales versatility and the ability to develop and maintain profitable, long–term business relationships. Highlights the selling preferences of several ?social styles,? helps you identify the social style of your buyers––quickly and accurately, and reveals how to adapt your selling behavior to make your buyer more comfortable.
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Versatility: The Key to Competence in Selling.

Behavior: The Key to Social Styles.

The Analytical: ``Practical Suggestions Are What I Need.′′ The Driver: ``Show Me I Can Get Some Bottom–Line Results.′′ The Expressive: ``I Like Salespeople Who Are Competent, Imaginative.′′ The Amiable: ``Show Concern for Me and My Problems.′′ Ask–Assertive Backup Behavior: Flight.

Tell–Assertive Backup Behavior: Fight.

Strategies for Selling to Ask–Assertive Buyers.

Strategies for Selling to Tell–Assertive Buyers.

Versatility: How to Modify Your Style.

Appendix A: Impact on Social Style on Customers.

Appendix B: Social Style Identification.

Appendix C: Strategy for Selling.

Appendix D: Social Style Summary.

Appendix E: Sales Strategy Planning Sheet.

Index.
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Roger Wenschlag
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