Social Styles and Sales Techniques
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Questions and Answers

What is adaptive selling?

  • It involves selling products to a specific demographic
  • It involves adjusting your approach based on the communication style of the person you are talking to. (correct)
  • It involves selling products that are popular in the current market.
  • It involves selling products at a lower price point than your competitors.
  • What is the DISC framework for sales?

  • A framework for managing customer complaints
  • A framework for organizing sales data
  • A framework for adapting sales approaches to different behavioral styles (correct)
  • A framework for measuring sales performance
  • What are the two dimensions of social style?

  • Openness and detail-orientation
  • Tell-ask line and emotion line (correct)
  • Incentives and challenges
  • Options and control
  • What are some traits of dominant customers?

    <p>Being demanding and impatient</p> Signup and view all the answers

    Which social style values relationships and reassurance?

    <p>Carers</p> Signup and view all the answers

    What is the benefit of adaptive selling?

    <p>It can increase sales revenue</p> Signup and view all the answers

    What is necessary for success in any selling situation?

    <p>Understanding your product/company and your competitors.</p> Signup and view all the answers

    Which social style is detail-oriented and needs time to think?

    <p>Checkers</p> Signup and view all the answers

    How should salespeople approach sales conversations with dominant customers?

    <p>Be efficient, direct, and provide options for them to feel in control</p> Signup and view all the answers

    What are the two factors used to evaluate social styles?

    <p>Assertiveness and responsiveness.</p> Signup and view all the answers

    What are some traits of compliance customers?

    <p>Being focused on details and asking lots of questions</p> Signup and view all the answers

    What is the name of the social style that wants options and to be in control?

    <p>Controllers</p> Signup and view all the answers

    Which social style is open and likes incentives/challenges?

    <p>Charmers</p> Signup and view all the answers

    How should salespeople approach sales conversations with compliance customers?

    <p>Listen carefully and answer questions calmly</p> Signup and view all the answers

    How is high assertiveness characterized?

    <p>A take-charge attitude</p> Signup and view all the answers

    What is the name of the personal profile that can determine a person's social style?

    <p>Social Style Analysis</p> Signup and view all the answers

    What are the four types of personalities based on behavior?

    <p>Analytical, driver, expressive, and amiable</p> Signup and view all the answers

    Why is it important to adapt sales approaches to different behavioral styles?

    <p>To build rapport and trust with the customer</p> Signup and view all the answers

    What is the focus of amiables?

    <p>Close relationships and cooperation.</p> Signup and view all the answers

    How can understanding social styles help with sales techniques?

    <p>It can help to tailor sales techniques to different social styles.</p> Signup and view all the answers

    What are some traits of influence customers?

    <p>Being animated and open</p> Signup and view all the answers

    How can understanding social styles help with selling?

    <p>By presenting ideas and closing sales.</p> Signup and view all the answers

    How should salespeople approach sales conversations with influence customers?

    <p>Be enthusiastic and appeal to their emotions</p> Signup and view all the answers

    What should you avoid when identifying social styles?

    <p>Identifying specific jobs or functions with a specific style</p> Signup and view all the answers

    What are some traits of steadiness customers?

    <p>Being easygoing and collaborative</p> Signup and view all the answers

    What is the author's opinion on making unexpected changes for customers?

    <p>It is important to be reliable and not make unexpected changes for customers</p> Signup and view all the answers

    How can joint participation in social media groups help with learning about social styles?

    <p>By allowing you to observe the behavior of others in a social setting.</p> Signup and view all the answers

    Study Notes

    • Different people need to be sold differently.
    • There are different social styles.
    • Two dimensions of social style are the tell-ask line and the emotion line.
    • The four social styles are charmers, checkers, controllers, and carers.
    • Charmers are open and like incentives/challenges.
    • Checkers are detail-oriented and need time to think.
    • Controllers want options and to be in control.
    • Carers value relationships and reassurance.
    • A personal profile can determine which social style a person is.
    • Understanding social styles can help with sales techniques.

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    Description

    Learn about the different social styles like charmers, checkers, controllers, and carers, and how understanding these styles can help with sales techniques. Explore the dimensions of tell-ask line and emotion line as well as how personal profiles can determine social styles.

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