configura jumpstarthink move vs. sell! elationships matter imilarity works (in biz) valuate others
TRANSCRIPT
![Page 1: Configura JumpStarthink MOVE vs. Sell! elationships matter imilarity works (in Biz) valuate others](https://reader035.vdocuments.site/reader035/viewer/2022070717/5eddaa44ad6a402d6668d1d1/html5/thumbnails/1.jpg)
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Copyright 2014 Sales Octane
Configura Shot Of Octane™
QR Code will not be active until the day of
the event
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Think MOVE
vs. SELL
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hink MOVE vs. Sell!
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People love to buy…
!…they hate to be sold!
!
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20
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Copyright 2012 Sales OctaneCopyright 2014 Sales Octane
#1
They buy from people they like
WhenPeople buy from people
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Copyright 2012 Sales OctaneCopyright 2014 Sales Octane
They buy from people they like
WhenPeople buy from people
#1
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hink MOVE vs. Sell!
elationships matter
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Product Industry “IQ”
!“S/HE knows
their stuff!”
“I like them...”
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Copyright 2012 Sales OctaneCopyright 2014 Sales Octane
They buy from people they like
#2
People buy from people
Opposites Attract?
They buy from people like themselves
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Copyright 2012 Sales OctaneCopyright 2014 Sales Octane
Title Text
!Body Level One !Body Level Two
• Body Level Three –Body Level Four
»Body Level Five
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#2
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hink MOVE vs. Sell!
elationships matter
imilarity works (in Biz)
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D
IS
C
Jim Ryerson Natural
2
11
“Typical” Sales Team
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D
IS
C
Jim Ryerson Natural
Typical Design/Project Management Operational Team
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D
IS
C
Jim Ryerson Natural
“Typical” Sales Team
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Copyright 2012 Sales OctaneCopyright 2014 Sales Octane
I
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Influencer Influencer
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Copyright 2012 Sales OctaneCopyright 2014 Sales Octane
S
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D
IS
C
Jim Ryerson Natural
Typical Design/Project Management Operational Team
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SteadySteady
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Copyright 2012 Sales OctaneCopyright 2014 Sales Octane
C
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D
IS
C
Jim Ryerson Natural
Typical Design/Project Management Operational Team
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Compliant Compliant
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Copyright 2012 Sales OctaneCopyright 2014 Sales Octane
D
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D
IS
C
Jim Ryerson Natural
Typical Design/Project Management Operational Team
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Driver Driver
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hink MOVE vs. Sell!
elationships matter
imilarity works (in Biz)
valuate others
![Page 34: Configura JumpStarthink MOVE vs. Sell! elationships matter imilarity works (in Biz) valuate others](https://reader035.vdocuments.site/reader035/viewer/2022070717/5eddaa44ad6a402d6668d1d1/html5/thumbnails/34.jpg)
Take
Out
Your
TOP
Style
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Copyright 2012 Sales OctaneCopyright 2014 Sales Octane
STEP C
Manage Your Expectations !
“can’t we all just get along...?”
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The higher the number !
!
!
The greater YOU must ADAPT!
© 2005-2013 Target Training International
Dominant / Driver / CholericDB ehavi o ral
Selli n g Ski lls
STEP A | Know yourself: “D” Salesperson
STEP B | Identify the customer’s style (see chart)
Prepare yourself
STEP D | Use this chart when you are selling to:
“I
Driv
erIn
fluen
cer
Ste
ady
Com
plia
nt
B Extroverted B Introverted
B - B -
Analytical, Task
& D
etail Oriented
Peo
ple-oriented,
Co
operative
![Page 40: Configura JumpStarthink MOVE vs. Sell! elationships matter imilarity works (in Biz) valuate others](https://reader035.vdocuments.site/reader035/viewer/2022070717/5eddaa44ad6a402d6668d1d1/html5/thumbnails/40.jpg)
YOU sell(communicate)
the way YOU buy(like to be communicated with)
![Page 41: Configura JumpStarthink MOVE vs. Sell! elationships matter imilarity works (in Biz) valuate others](https://reader035.vdocuments.site/reader035/viewer/2022070717/5eddaa44ad6a402d6668d1d1/html5/thumbnails/41.jpg)
© 2005-2013 Target Training International
Steadiness / Amiable / PhlegmaticSB ehavi o ra l
Selli n g Ski lls
STEP A | Know yourself: “S” Salesperson
STEP B | Identify the customer’s style (See Chart)
Prepare yourself
STEP D | Use this chart when you are selling to:
“I
Dri
ver
Influ
ence
r
Ste
ady
Com
plia
ntB Extroverted B Introverted
B - B -
Analytical, Task
& D
etail Oriented
Peo
ple-oriented,
Co
operative
1BSM
Compliant &
Steady
![Page 42: Configura JumpStarthink MOVE vs. Sell! elationships matter imilarity works (in Biz) valuate others](https://reader035.vdocuments.site/reader035/viewer/2022070717/5eddaa44ad6a402d6668d1d1/html5/thumbnails/42.jpg)
© 2005-2013 Target Training International
Steadiness / Amiable / PhlegmaticSB ehavi o ra l
Selli n g Ski lls
STEP A | Know yourself: “S” Salesperson
STEP B | Identify the customer’s style (See Chart)
Prepare yourself
STEP D | Use this chart when you are selling to:
“I
Dri
ver
Influ
ence
r
Ste
ady
Com
plia
ntB Extroverted B Introverted
B - B -
Analytical, Task
& D
etail Oriented
Peo
ple-oriented,
Co
operative
2BSM
Influencer
![Page 43: Configura JumpStarthink MOVE vs. Sell! elationships matter imilarity works (in Biz) valuate others](https://reader035.vdocuments.site/reader035/viewer/2022070717/5eddaa44ad6a402d6668d1d1/html5/thumbnails/43.jpg)
© 2005-2013 Target Training International
Steadiness / Amiable / PhlegmaticSB ehavi o ra l
Selli n g Ski lls
STEP A | Know yourself: “S” Salesperson
STEP B | Identify the customer’s style (See Chart)
Prepare yourself
STEP D | Use this chart when you are selling to:
“I
Dri
ver
Influ
ence
r
Ste
ady
Com
plia
ntB Extroverted B Introverted
B - B -
Analytical, Task
& D
etail Oriented
Peo
ple-oriented,
Co
operative
3BSM
Driver
![Page 44: Configura JumpStarthink MOVE vs. Sell! elationships matter imilarity works (in Biz) valuate others](https://reader035.vdocuments.site/reader035/viewer/2022070717/5eddaa44ad6a402d6668d1d1/html5/thumbnails/44.jpg)
© 2005-2013 Target Training International
Compliant / Analytical / Melanc holic
B ehavi o ralSelli n g Ski lls
STEP A | Know yourself: “C” Salesperson
STEP B | Identify the customer’s style (See Chart)
Prepare yourself
STEP D | Use this chart when you are selling to:
“I
Dri
ver
Influ
ence
r
Ste
ady
Com
plia
ntB Extroverted B Introverted
B - B -
Analytical, Task
& D
etail Oriented
Peo
ple-oriented,
Co
operative
1BSM
Compliant &
Steady
![Page 45: Configura JumpStarthink MOVE vs. Sell! elationships matter imilarity works (in Biz) valuate others](https://reader035.vdocuments.site/reader035/viewer/2022070717/5eddaa44ad6a402d6668d1d1/html5/thumbnails/45.jpg)
© 2005-2013 Target Training International
Compliant / Analytical / Melanc holic
B ehavi o ralSelli n g Ski lls
STEP A | Know yourself: “C” Salesperson
STEP B | Identify the customer’s style (See Chart)
Prepare yourself
STEP D | Use this chart when you are selling to:
“I
Dri
ver
Influ
ence
r
Ste
ady
Com
plia
ntB Extroverted B Introverted
B - B -
Analytical, Task
& D
etail Oriented
Peo
ple-oriented,
Co
operative
4BSM
Driver &
Influencer
![Page 46: Configura JumpStarthink MOVE vs. Sell! elationships matter imilarity works (in Biz) valuate others](https://reader035.vdocuments.site/reader035/viewer/2022070717/5eddaa44ad6a402d6668d1d1/html5/thumbnails/46.jpg)
D
IS
C
Jim Ryerson Natural
Typical Design/Project Management Operational Team
![Page 47: Configura JumpStarthink MOVE vs. Sell! elationships matter imilarity works (in Biz) valuate others](https://reader035.vdocuments.site/reader035/viewer/2022070717/5eddaa44ad6a402d6668d1d1/html5/thumbnails/47.jpg)
© 2005-2013 Target Training International
Dominant / Driver / CholericDB ehavi o ral
Selli n g Ski lls
STEP A | Know yourself: “D” Salesperson
STEP B | Identify the customer’s style (see chart)
Prepare yourself
STEP D | Use this chart when you are selling to:
“I
Driv
erIn
fluen
cer
Ste
ady
Com
plia
ntB Extroverted B Introverted
B - B -
Analytical, Task
& D
etail Oriented
Peo
ple-oriented,
Co
operative
4BSM
Compliant
![Page 48: Configura JumpStarthink MOVE vs. Sell! elationships matter imilarity works (in Biz) valuate others](https://reader035.vdocuments.site/reader035/viewer/2022070717/5eddaa44ad6a402d6668d1d1/html5/thumbnails/48.jpg)
© 2005-2013 Target Training International
Influencer / Expressive / Sanguine
B ehavi o ralSelli n g Ski lls I
“I
Dri
ver
Influ
ence
r
Ste
ady
Com
plia
nt
STEP A | Know yourself: “I” Salesperson
STEP B | Identify the customer’s style (See Chart)
Prepare yourself
STEP D | Use this chart when you are selling to:
B - B -
Analytical, Task
& D
etail Oriented
Peo
ple-oriented,
Co
operative
B Extroverted B Introverted
4BSM
Compliant
![Page 49: Configura JumpStarthink MOVE vs. Sell! elationships matter imilarity works (in Biz) valuate others](https://reader035.vdocuments.site/reader035/viewer/2022070717/5eddaa44ad6a402d6668d1d1/html5/thumbnails/49.jpg)
© 2005-2013 Target Training International
Dominant / Driver / CholericDB ehavi o ral
Selli n g Ski lls
STEP A | Know yourself: “D” Salesperson
STEP B | Identify the customer’s style (see chart)
Prepare yourself
STEP D | Use this chart when you are selling to:
“I
Driv
erIn
fluen
cer
Ste
ady
Com
plia
ntB Extroverted B Introverted
B - B -
Analytical, Task
& D
etail Oriented
Peo
ple-oriented,
Co
operative
3BSM
Steady
![Page 50: Configura JumpStarthink MOVE vs. Sell! elationships matter imilarity works (in Biz) valuate others](https://reader035.vdocuments.site/reader035/viewer/2022070717/5eddaa44ad6a402d6668d1d1/html5/thumbnails/50.jpg)
© 2005-2013 Target Training International
Influencer / Expressive / Sanguine
B ehavi o ralSelli n g Ski lls I
“I
Dri
ver
Influ
ence
r
Ste
ady
Com
plia
nt
STEP A | Know yourself: “I” Salesperson
STEP B | Identify the customer’s style (See Chart)
Prepare yourself
STEP D | Use this chart when you are selling to:
B - B -
Analytical, Task
& D
etail Oriented
Peo
ple-oriented,
Co
operative
B Extroverted B Introverted
3BSM
Steady
![Page 51: Configura JumpStarthink MOVE vs. Sell! elationships matter imilarity works (in Biz) valuate others](https://reader035.vdocuments.site/reader035/viewer/2022070717/5eddaa44ad6a402d6668d1d1/html5/thumbnails/51.jpg)
hink MOVE vs. Sell!
elationships matter
imilarity works (in Biz)
valuate others
hange your style/Adapt!
![Page 52: Configura JumpStarthink MOVE vs. Sell! elationships matter imilarity works (in Biz) valuate others](https://reader035.vdocuments.site/reader035/viewer/2022070717/5eddaa44ad6a402d6668d1d1/html5/thumbnails/52.jpg)
How best?
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hink MOVE vs. Sell!
elationships matter
imilarity works (in Biz)
valuate others
hange your style/Adapt!
very Engagement
![Page 54: Configura JumpStarthink MOVE vs. Sell! elationships matter imilarity works (in Biz) valuate others](https://reader035.vdocuments.site/reader035/viewer/2022070717/5eddaa44ad6a402d6668d1d1/html5/thumbnails/54.jpg)
Any Meaningful
Conversa0on**every conversation is meaningful…
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hink MOVE vs. Sell!
elationships matter
imilarity works (in Biz)
valuate others
hange your style/Adapt!
very Engagement
Start moving by adapting!
![Page 58: Configura JumpStarthink MOVE vs. Sell! elationships matter imilarity works (in Biz) valuate others](https://reader035.vdocuments.site/reader035/viewer/2022070717/5eddaa44ad6a402d6668d1d1/html5/thumbnails/58.jpg)
Copyright 2014 Sales Octane
Configura Shot Of Octane™
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