You and your sales colleagues at Cavalier Products have a lot of sales experience, including dealing with the different behavioral styles of customers.
? Define the four different behavioral styles and provide examples of each.
? What are some effective strategies to communicate with each behavioral style?
Please find below my solution to assist you in responding to your homework.
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The four behavioral styles of customers according to e-articles.info & nsba.org:
1. Socializers - They are full of life and prioritize fun before business. They are energetic, talkative, stylish, and want to be the center of attention in every party. They love new gadgets and 'toys' such as high-end sports cars and other branded accessories and jewelries. The best way to get them is to 'have fun' with them before you talk about business. Get them to talk as they like to talk about themselves. Sales people must give the socializers a time to chat and establish rapport with them before presenting anything related to business. One has to be careful though; socializers are not good listeners since they talk much about themselves. They also hate boring and lengthy presentations so the best thing to do is to do it in a lively, fun and exciting way without many details and get to the point right away. When a deal is done, get it in writing because they can easily forget and always put fun and enthusiasm in your relationships with them - this is the best way to build trust and rapport with socializers. ...
Definition of the four behavioral styles, examples and effective strategies for them. References included.