HINDERING FACTORS IN SELLING TO BEHAVIORAL STYLES
(Or How to blow the deal in 20 words or less)

We all know that if we are a D or an I, and we’re working with a D or an I, then we can pretty much be ourselves and everything will work fine.  But if we are working with an S or a C, then we need to slow it down and focus on the process, the How and the Why.

If we are an S or a C, and we’re working with another S or C, then we can pretty much be ourselves and things will work fine.  But if we are working with a D or an I, then we need to speed it up and ask for the order more quickly.

Here are some “deal killers” for each of the four behavioral styles:

Don’ts for the High-D:

• Don’t be indecisive
• Don’t avoid their objections (answer them directly)
• Don’t explain too many details (or any)
• Don’t give opinions (they want options)
• Don’t try to work with 3 or 4 other people at the same time (focus on that D)

Don’ts for the High-I:

• Don’t be too “matter of fact” (they need to be excited about you and your product or service)
• Don’t let them talk so much that lose the sell, or can’t sell (never forget to ask for the order)
• Don’t try to explain too many details
• Don’t let them forget important dates on our action plan
• Don’t overlook them (they live for recognition)

Don’ts for the High-S:

• Don’t go to fast
• Don’t rush the relationship on the first meeting
• Don’t ever give them a loud, emotional sales presentation
• Don’t be shallow with answers to their questions or push them aside as being unimportant
• Don’t try to close too fast (the hard sell is a loser here)
• Don’t ever bad mouth their current advisor (they are probably friends)

Don’ts for the High-C:

• Don’t get personal (if you don’t know their family, don’t ask about them)
• Don’t ever pat them on the back or touch them in any way (5 or 6 feet is a comfortable buffer zone for them)
• Don’t come in with a loud, emotional sales presentation (the facts and data sell this one)
• Don’t ever be shallow with answers to their questions (they much prefer you to get back to them later if you don’t have the answer)
• Don’t try to force eye-to-eye contact

MAKE YOURSELF A GREAT DAY!

Ron Keese