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Selling with Stylewith
@ShaneGibson
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Not this Kind of Style
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“Sales is about creating an
environment where an act of faith can take
place.”
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…Faith is based upon trust…Trust is based upon
credibility
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Credibility is Subjective
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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.