Understanding People’s ‘Styles’理解人们的风格.ppt

Social Style Quotes Do I want to be ‘right’, or do I want to be ‘happy’? Successful salespeople are psychologists first, salespeople second. They are students of people . . . Alert listeners . . .sensitive to feelings and emotions . . .not at all anxious to rush into their presentation until they find out exactly what kind of people they are dealing with. (Sales Upbeat, December 7, 1995) People have one thing in common; they’re all different. * Social Style Quotes The first step in selling is to identify the kind of person you’re trying to sell. The approach that appeals to one kind of person won’t necessarily work for another. (Sales Upbeat, May 23, 1996) No sales is ever made without human interaction. Behind every sale is a person. (The One Minute Sales Person) * Social Style Quotes People buy from people they like. When a relationship is right, details are negotiable; When tension is high, details become obstacles. Prospects must buy you before they will buy your product. * Social Style Quotes All other things NOT being equal, people will STILL do business with people they like (Lee Iacocca, former Chrysler CEO) When 2 people meet, there are really 6 people present: Each person as seen by themselves Each person as seen by the other Each person in reality. (William James) * Understanding People’s ‘Styles’ * Style Terminology Social or behavioral style = how an individual prefers to interact with or behave around other people Communication style = how an individual prefers to communicate with others * ‘Human’ Fundamentals of Selling No professional career likely involves more human interaction than selling. Successful salespeople are often outstanding psychologists first. A person’s style is often useful in determining that person’s predisposition. No two people are alike, yet there are a finite number of style differences. An individual’s style tends to be stable and reveal tendencies. Most productive human relationships involve people whose styl