selling with style - selling the way people buy

Selling with Stylewith

@ShaneGibson

Not this Kind of Style

“Sales is about creating an

environment where an act of faith can take

place.”

…Faith is based upon trust…Trust is based upon

credibility

Credibility is Subjective

How You See Yourself Most of the Time in Most Situations with Most People

Quick Read Tool

A 10 9 8 7 6 5 4 3 2 1 0 A

B 10 9 8 7 6 5 4 3 2 1 0 B

Very Quiet Introverted

Very Structured Regimented

Very Unstructured Casual

Very Outspoken Extroverted

B – Very Unstructured

B – Very Structured

A - Very Outspoken

A – Very Quiet

Promoter Supporter

Controller Analytical

Styles0

1

2

3

4

5

6

7

8

9

10

10 9 8 7 6 4 3 2 1 0

The Supporter

• Sensitive • Lacks structure• Save the relationship• Loves to help others• Persuade – guarantees and

assurances• Speciality – supportive role• Downfall – a friend in need• Back up style under pressure – fit in

The Analytical

• Provide details, facts and data• Save face• Lacks spontaneity• Persuade – support principles and

thinking• Speciality – accuracy• Downfall – decisions can take forever• Back up style under pressure – to

avoid

The Controller• Loves results• Decision maker• Save time• Likes to be in charge• Persuade – options and probabilities

– support their conclusions

and actions• Speciality – action NOW• Downfall – need to be right

/argumentative• Back up style under pressure – my way

or the highway

The Promoter• Likes applause• Best Starters• Saves effort – takes short cuts• Influenced by their dreams and intuitions• Persuade – testimony & incentives• Speciality – expressive• Downfall – lack of focus, follow through

and they think aloud• Back up style under pressure – attack

B – Very Unstructured

B – Very Structured

A - Very Outspoken

A – Very Quiet

Promoter Supporter

Controller Analytical

Styles0

1

2

3

4

5

6

7

8

9

10

10 9 8 7 6 4 3 2 1 0

Supporter Persuasion

• Be prepared to take time…don’t rush the meeting(s)

• Spend time building trust and getting personal

• Wants: security, to maintain, to help their team and family, to build better relationships, avoid disharmony, to grow and work at their own easy pace

Analytical Persuasion

• Be accurate and prepared• Show a sense of certainty (without

the flash)• Confirm opinions and processes they

have• Take your time giving and hearing

the facts• Remember they value quality and

are linear in nature

Controller Persuasion

• Strong posture when dealing with them

• Focused answers said with conviction• Brief purposeful interactions• Take action immediately if possible• Don’t ask personal questions or share

personal information• Quick pace

Promoter Persuasion

• Have fun and be witty• Ask them for feedback, and ask

questions to keep them on focus.• Express opportunities in with a big

picture, future focus and limit the details

• Recognize and compliment them• Let them win, be first, be newest

Summary

• The ideal style is the style shifter• Awareness and treading lightly can

pay dividends• Make it part of your sales process to

read people, record what you observe and incorporate it into your strategy.