Using type in selling

Why does an approach that works with one client completely backfire with others? People have different ways of taking in information, relating to others, making decisions and organising themselves. Your clients’ styles of doing each of these things effects what will work and what wont when you are selling or negotiating. In this workshop you will learn to recognise other people’s styles, and to tailor your approach accordingly.

Topics covered in this course include:

·        Personality types – you will complete an MBTI questionnaire

·        Clues to recognise different types in buying situations

·        Responding to your prospect for greater impact

·        Why you should consider adapting your behaviour

·        Behaviours for different stages of the sales process

Suggested duration:  one to two days