现代销售学：创造顾客价值(第11版)Manning_11e_04.pptVIP

Minimizing Communication-Style Bias Salespeople often focus too much on the content and not enough on the delivery of their sales presentation It can be a barrier to sales success One must work with people from all four quadrants Become highly adaptable 4-* Copyright ? 2010 Pearson Education, Inc. Publishing as Prentice Hall Adaptive Selling Requires Versatility Versatility describes one’s ability to minimize communication-style bias Adapting to the customer’s preferred style can enhance sales performance Move toward a more mature style Strength-weakness paradox Intensity zones 4-* Copyright ? 2010 Pearson Education, Inc. Publishing as Prentice Hall Training the Adaptive and Versatile Salesperson 4-* Copyright ? 2010 Pearson Education, Inc. Publishing as Prentice Hall See the Website Intensity Zones 4-* Copyright ? 2010 Pearson Education, Inc. Publishing as Prentice Hall FIGURE 4.9 Versatility Through Style Flexing Style-flexing: the deliberate attempt to adjust one’s communication style to accommodate others’ needs Learn about each customer’s style during pre-approach stage Do not become preoccupied with identifying style during sales calls Analyze call afterward for style clues 4-* Copyright ? 2010 Pearson Education, Inc. Publishing as Prentice Hall Selling to Emotives and Directives Selling to Emotives Be enthusiastic Don’t be too stiff or formal Take time to establish goodwill/relationships Maintain eye contact Be good listener Selling to Directives Keep as businesslike as possible Be efficient, time disciplined, organized Identify their goals Ask questions and note responses Copyright ? 2010 Pearson Education, Inc. Publishing as Prentice Hall Copyright ? 2010 Pearson Education, Inc. Publishing as Prentice Hall 4-* Selling to Reflectives and Supportives Selling to Reflectives Use thoughtful, well-organized approach Present information in deliberate manner Provide documentati