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  • Selling Styles 2x2

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    Yash Mittal
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    The document provides descriptions of four different selling styles: analytical, controller, amiable, and enthusiast. It outlines the key characteristics of each style, including their preferred approaches to presenting facts, building relationships, emphasizing benefits, and engaging customers in the sales process. The styles vary in how much detail and structure they provide customers versus creating an exciting vision or experience.

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    Selling+Styles+2x2

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    The document provides descriptions of four different selling styles: analytical, controller, amiable, and enthusiast. It outlines the key characteristics of each style, including their preferred approaches to presenting facts, building relationships, emphasizing benefits, and engaging customers in the sales process. The styles vary in how much detail and structure they provide customers versus creating an exciting vision or experience.

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    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
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    12 views1 page

    Selling Styles 2x2

    Uploaded by

    Yash Mittal
    The document provides descriptions of four different selling styles: analytical, controller, amiable, and enthusiast. It outlines the key characteristics of each style, including their preferred approaches to presenting facts, building relationships, emphasizing benefits, and engaging customers in the sales process. The styles vary in how much detail and structure they provide customers versus creating an exciting vision or experience.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
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    of 1

    Selling

    Selling Styles
    ANALYTICAL
    CONTROLLER
    TASK • Give them all the facts and
    FACTS details. • Don’t keep them
    LOGIC • Allow plenty of time. waiting!
    REASONS • Don't talk down: • Give them a short
    get technical. summary of the benefits,
    • They like to learn • especially the fast and
    • Give information on visible ones like saving
    competitors, for time or money
    comparison, showing how • Make the process of
    you are better. buying easy.
    • It covers all the options • “At the next meeting I’ll
    • “At the next meeting I’ll have the forms with all
    have some options ready for the detail filled in ready
    you to look at” for you”

    AMIABLE ENTHUSIAST
    PEOPLE • Get to know them. * Give them a feel, a
    FEELINGS • Build a relationship by
    EMOTIONS picture, a vision.
    listening. * Let them try or touch
    • Don't pressurise them. the product, or have
    • Self disclose. samples.
    • Feel felt found * Point out novelty
    • Emphasise safety and after- * Give references &
    sales support. stories.
    • “This has been very popular, * Make the process fun -
    lots of other happy meals out etc.
    customers” * Nothing to lose by trying
    • Guilt: “I’ve researched and it
    prepared everything for * “At the next meeting I’ll
    you” bring you some more
    • “Looking forward to seeing things to see, perfect for
    you at the next meeting” you – and some pictures”
    •

    Quiet Assertive
    Careful Quick
    Take their time Decisive

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