Sales Workshop WHY CUSTOMERS BUY

Cyndi GUNDY President, CG Consulting

Agenda What is adaptive selling & how it can be used to connect and sell more Identifying the 4 social styles How to adapt yours to the other 3

ADAPTIVE SELLING WHAT IS IT?

THE 4 SOCIAL STYLES

Task oriented Competitive Rapid movers Quick decision makers Initiative takers Time sensitive Friendly Talkative Approachable Less time-sensitive Slower decision makers Sensitive ASSERTIVENESS RESPONSIVENESS

High Responsiveness Low Responsiveness High Assertiveness Low Assertiveness

Analyticals “Just the facts ma’am”

Analyticals

Drivers “Do it my way, now!”

Drivers

Amiables “  I love you, you love me.  ”

Amiables

Expressives What’s in it for me? Who can help?

Expressives

WHAT IS YOUR SOCIAL STYLE?

ADAPTING YOURS TO THEIRS

Adapting to Sell More

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THANK YOU