Podcast
Questions and Answers
What is adaptive selling?
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?
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?
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?
What are some traits of dominant customers?
Which social style values relationships and reassurance?
Which social style values relationships and reassurance?
What is the benefit of adaptive selling?
What is the benefit of adaptive selling?
What is necessary for success in any selling situation?
What is necessary for success in any selling situation?
Which social style is detail-oriented and needs time to think?
Which social style is detail-oriented and needs time to think?
How should salespeople approach sales conversations with dominant customers?
How should salespeople approach sales conversations with dominant customers?
What are the two factors used to evaluate social styles?
What are the two factors used to evaluate social styles?
What are some traits of compliance customers?
What are some traits of compliance customers?
What is the name of the social style that wants options and to be in control?
What is the name of the social style that wants options and to be in control?
Which social style is open and likes incentives/challenges?
Which social style is open and likes incentives/challenges?
How should salespeople approach sales conversations with compliance customers?
How should salespeople approach sales conversations with compliance customers?
How is high assertiveness characterized?
How is high assertiveness characterized?
What is the name of the personal profile that can determine a person's social style?
What is the name of the personal profile that can determine a person's social style?
What are the four types of personalities based on behavior?
What are the four types of personalities based on behavior?
Why is it important to adapt sales approaches to different behavioral styles?
Why is it important to adapt sales approaches to different behavioral styles?
What is the focus of amiables?
What is the focus of amiables?
How can understanding social styles help with sales techniques?
How can understanding social styles help with sales techniques?
What are some traits of influence customers?
What are some traits of influence customers?
How can understanding social styles help with selling?
How can understanding social styles help with selling?
How should salespeople approach sales conversations with influence customers?
How should salespeople approach sales conversations with influence customers?
What should you avoid when identifying social styles?
What should you avoid when identifying social styles?
What are some traits of steadiness customers?
What are some traits of steadiness customers?
What is the author's opinion on making unexpected changes for customers?
What is the author's opinion on making unexpected changes for customers?
How can joint participation in social media groups help with learning about social styles?
How can joint participation in social media groups help with learning about social styles?
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.
