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?

Being demanding and impatient Signup and view all the answers

Which social style values relationships and reassurance?

Carers Signup and view all the answers

What is the benefit of adaptive selling?

It can increase sales revenue Signup and view all the answers

What is necessary for success in any selling situation?

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

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

Checkers Signup and view all the answers

How should salespeople approach sales conversations with dominant customers?

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

What are the two factors used to evaluate social styles?

Assertiveness and responsiveness. Signup and view all the answers

What are some traits of compliance customers?

Being focused on details and asking lots of questions Signup and view all the answers

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

Controllers Signup and view all the answers

Which social style is open and likes incentives/challenges?

Charmers Signup and view all the answers

How should salespeople approach sales conversations with compliance customers?

Listen carefully and answer questions calmly Signup and view all the answers

How is high assertiveness characterized?

A take-charge attitude Signup and view all the answers

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

Social Style Analysis Signup and view all the answers

What are the four types of personalities based on behavior?

Analytical, driver, expressive, and amiable Signup and view all the answers

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

To build rapport and trust with the customer Signup and view all the answers

What is the focus of amiables?

Close relationships and cooperation. Signup and view all the answers

How can understanding social styles help with sales techniques?

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

What are some traits of influence customers?

Being animated and open Signup and view all the answers

How can understanding social styles help with selling?

By presenting ideas and closing sales. Signup and view all the answers

How should salespeople approach sales conversations with influence customers?

Be enthusiastic and appeal to their emotions Signup and view all the answers

What should you avoid when identifying social styles?

Identifying specific jobs or functions with a specific style Signup and view all the answers

What are some traits of steadiness customers?

Being easygoing and collaborative Signup and view all the answers

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

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

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

By allowing you to observe the behavior of others in a social setting. 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.