The Styles and Selling.

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Presentation transcript:

The Styles and Selling

Sales: No Right or Wrong There is no right or wrong profile for Sales! ‘Sales’ covers a huge spectrum BUT Remember selling covers a huge range! Hunters – cold calling, new business & result driven Farmers – relationship selling and emotive selling Customer service – problem solving and upselling Technical sales – explanations, instructions & detail

Sales: The Basic EDISC Axis

Sales and the EDISC diamond

Sales: Five main areas of Sales

Sales: Selling to the styles

Sales: Basic shapes and sales (advanced) I-Sell I-Participate I-Explain Occupational ‘Best Fit’ Areas: Direct Sales (The Hunter) General Manager (Sales) Sales and Marketing Manager Occupational ‘Best Fit’ areas: Telephone sales Long term account management Warm sales Occupational ‘Best Fit’ Areas: Long-term Client Account Managers Factual ‘selling’ where products need explanation

Sales: Ideal Sales Fit Technical selling Information providing Expert role Tough competition Direct one-off selling Price competition Long-term process Serving existing customer base After-sales service Abstract product Relationship-selling New account opening

Sales: Ideal Sales Fit Well-tested Technical High-Quality Clear – no details Quantity selling No adjustment needed Traditional – familiar Widely used Necessary New product to the market Service – product Abstract

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