1. Sales Workshop WHY CUSTOMERS BUY

2. Cyndi GUNDY President, CG Consulting

3. 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

4. ADAPTIVE SELLING WHAT IS IT?

5. THE 4 SOCIAL STYLES

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

7. High Responsiveness Low Responsiveness High Assertiveness Low Assertiveness

8. Analyticals “Just the facts ma’am”

9. Analyticals

11. Drivers “Do it my way, now!”

12. Drivers

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

15. Amiables

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

18. Expressives

20. WHAT IS YOUR SOCIAL STYLE?

21. ADAPTING YOURS TO THEIRS

23. Adapting to Sell More

24. “When I am indoors, my Transitions lenses are completely clear and no one knows I’m wearing them. When I go outside, they darken just the right amount. It’s effortless. Frankly, Transitions lenses have surpassed my expectations by far.” -Tim Gunn

25. “I have them and I love them. I always lost sunglasses before.” “I bought a pair about 6 months ago. They work great! Don't even notice the change.” “I love mine, the transition time is pretty quick.” “Once I got the glasses, I found them very comfortable and really liked that I could walk outside and enjoy the quick photochromic change, then walk back inside and work at my computer.” “I've been wearing Transitions lenses for years and think they're great! Bear in mind, there are other brands of photochromic lenses out there that are nowhere near as good. I love my Transitions lenses and wear them daily.”

26. www.cyndigundy.com THANK YOU