configura jumpstarthink move vs. sell! elationships matter imilarity works (in biz) valuate others

Copyright 2014 Sales Octane

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Think MOVE

vs. SELL

hink MOVE vs. Sell!

People love to buy…

!…they hate to be sold!

!

Copyright 2012 Sales OctaneCopyright 2014 Sales Octane

#1

They buy from people they like

WhenPeople buy from people



WhenPeople buy from people

#1

hink MOVE vs. Sell!

elationships matter

Product Industry “IQ”

!“S/HE knows

their stuff!”

“I like them...”



#2

People buy from people

Opposites Attract?

They buy from people like themselves


Title Text

!Body Level One !Body Level Two

• Body Level Three –Body Level Four

»Body Level Five

hink MOVE vs. Sell!

elationships matter

imilarity works (in Biz)

D

IS

C

Jim Ryerson Natural

2

11

“Typical” Sales Team

D

IS

C

Jim Ryerson Natural

Typical Design/Project Management Operational Team

D

IS

C

Jim Ryerson Natural

“Typical” Sales Team


I

Influencer Influencer


S

D

IS

C

Jim Ryerson Natural


SteadySteady


C

D

IS

C

Jim Ryerson Natural


Compliant Compliant


D

D

IS

C

Jim Ryerson Natural


Driver Driver

hink MOVE vs. Sell!

elationships matter


valuate others

Take

Out

Your

TOP

Style


STEP C

Manage Your Expectations !

“can’t we all just get along...?”

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

YOU sell(communicate)

the way YOU buy(like to be communicated with)


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


“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



Selli n g Ski lls



Prepare yourself


“I

Dri

ver

Influ

ence

r

Ste

ady

Com

plia


B - B -

Analytical, Task

& D

etail Oriented

Peo

ple-oriented,

Co

operative

2BSM

Influencer



Selli n g Ski lls



Prepare yourself


“I

Dri

ver

Influ

ence

r

Ste

ady

Com

plia


B - B -

Analytical, Task

& D

etail Oriented

Peo

ple-oriented,

Co

operative

3BSM

Driver


Compliant / Analytical / Melanc holic

B ehavi o ralSelli n g Ski lls

STEP A | Know yourself: “C” Salesperson


Prepare yourself


“I

Dri

ver

Influ

ence

r

Ste

ady

Com

plia


B - B -

Analytical, Task

& D

etail Oriented

Peo

ple-oriented,

Co

operative

1BSM

Compliant &

Steady


Compliant / Analytical / Melanc holic

B ehavi o ralSelli n g Ski lls

STEP A | Know yourself: “C” Salesperson


Prepare yourself


“I

Dri

ver

Influ

ence

r

Ste

ady

Com

plia


B - B -

Analytical, Task

& D

etail Oriented

Peo

ple-oriented,

Co

operative

4BSM

Driver &

Influencer

D

IS

C

Jim Ryerson Natural




Selli n g Ski lls



Prepare yourself


“I

Driv

erIn

fluen

cer

Ste

ady

Com

plia


B - B -

Analytical, Task

& D

etail Oriented

Peo

ple-oriented,

Co

operative

4BSM

Compliant


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


Prepare yourself


B - B -

Analytical, Task

& D

etail Oriented

Peo

ple-oriented,

Co

operative


4BSM

Compliant



Selli n g Ski lls



Prepare yourself


“I

Driv

erIn

fluen

cer

Ste

ady

Com

plia


B - B -

Analytical, Task

& D

etail Oriented

Peo

ple-oriented,

Co

operative

3BSM

Steady


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


Prepare yourself


B - B -

Analytical, Task

& D

etail Oriented

Peo

ple-oriented,

Co

operative


3BSM

Steady

hink MOVE vs. Sell!

elationships matter


valuate others

hange your style/Adapt!

How best?

hink MOVE vs. Sell!

elationships matter


valuate others


very Engagement

Any Meaningful

Conversa0on**every conversation is meaningful…

hink MOVE vs. Sell!

elationships matter


valuate others


very Engagement

Start moving by adapting!

configura jumpstarthink move vs. sell! elationships matter imilarity works (in biz) valuate others

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