The four Social styles to use in face to face selling
Coming from such an intense pressured role in pharmaceutical sales we had numerous advanced sales training to make ever single interaction count. Since it was hard enough to actually get to see acustomer when we did we had one chance to make a first impression and also we normally only has less than 5 minutes to sell a prescription drug!
There are many selling models and therories you can use, they are all tools to dip into when you need to. Social styles looks at 4 individual personalities:
- Amiable
- Driver
- Expressive
- Analytical
How to ‘Flex’ your style to build rapport and sell better.
The frst thing to do is be aware of your selling style. You can usually figure it out; amiable people like to be freindly care about social networks and to some degree what people think, a driver is stereotypically someone who is very goal focused, wants it now, top line big picture and conceptual in thinking, often seen as arrogant with big ego’s.
The analytical person is more reflective, often takes time to soak up all he information before making an informed decsion, they like detail and facts, and will not make a rushed decsision. If you see quite people in work , they are often analyzing the information. An Expressive is exactly that, somewhat in your face, flamboyount and loud spoken with a degree of energy and sometimes seen as scatter brains jumping all over the place.
