Running with you the Sales Rep
Is it important to understand your clients personality. This was a new insight for me "back in the day"
I was exposed to this by my friend and mentor in the early 1990's, Bill Gibson.
His model categorised, Four Styles, Controller,( you know the type, total control freak, micro managers)Analytical,Supporter,and Promoter.
As I understand it we are a combination of two styles.Other authors use driver, amiable, expressive.etc
Whatever one you use, please understand how to sell to these styles, it does place you in a better position, with lots of "online selling"now taking place it is a challenge to get to grips with.
For those that do more face to face selling it is a must, it would be good to receive your views.
Bill Gibson has developed "The Complete Sales Action system" you can view at www.kbitraining.com
Tell next time, go sell your way to success.
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