Selling With Style - Selling the Way People Buy. Here's the slide deck from yesterday's Vancouver Sales Performance Meetup.

1. Selling with Style
with
@ShaneGibson

2. Not this Kind of Style

3. “Sales is about creating an
environment where an act
of faith can take place.”

4. …Faith is based upon trust
…Trust is based upon credibility

5. Credibility is Subjective

6. How You See Yourself Most of the Time in
Most Situations with Most People
Quick Read Tool
A
10
9
8
7
6
5
4
3
2
1
Very Outspoken
Extroverted
B
10
9
Very Structured
Regimented
0
A
Very Quiet
Introverted
8
7
6
5
4
3
2
1
0
B
Very Unstructured
Casual

7. Styles
Promoter
Supporter
B – Very Unstructured
0
1
2
3
4
A - Very
Outspoken
10
9
8
7
6
5
4
3
2
1
0
A – Very Quiet
6
7
8
9
10
B – Very Structured
Controller
Analytical

8. The Supporter
•
•
•
•
•
•
•
•
Sensitive
Lacks structure
Save the relationship
Loves to help others
Persuade – guarantees and assurances
Speciality – supportive role
Downfall – a friend in need
Back up style under pressure – fit in

9. The Analytical
•
•
•
•
•
•
•
Provide details, facts and data
Save face
Lacks spontaneity
Persuade – support principles and thinking
Speciality – accuracy
Downfall – decisions can take forever
Back up style under pressure – to avoid

10. The Controller
•
•
•
•
•
Loves results
Decision maker
Save time
Likes to be in charge
Persuade– options and probabilities
– support their conclusions
and actions
• Speciality – action NOW
• Downfall – need to be right /argumentative
• Back up style under pressure – my way or the
highway

11. The Promoter
•
•
•
•
•
•
•
Likes applause
Best Starters
Saves effort – takes short cuts
Influenced by their dreams and intuitions
Persuade – testimony & incentives
Speciality – expressive
Downfall – lack of focus, follow through and
they think aloud
• Back up style under pressure – attack

12. Styles
Promoter
Supporter
B – Very Unstructured
0
1
2
3
4
A - Very
Outspoken
10
9
8
7
6
5
4
3
2
1
0
A – Very Quiet
6
7
8
9
10
B – Very Structured
Controller
Analytical

13. Supporter Persuasion
• Be prepared to take time…don’t rush the
meeting(s)
• Spend time building trust and getting
personal
• Wants: security, to maintain, to help their
team and family, to build better
relationships, avoid disharmony, to grow
and work at their own easy pace

14. Analytical Persuasion
• Be accurate and prepared
• Show a sense of certainty (without the
flash)
• Confirm opinions and processes they have
• Take your time giving and hearing the
facts
• Remember they value quality and are
linear in nature

15. Controller Persuasion
•
•
•
•
•
Strong posture when dealing with them
Focused answers said with conviction
Brief purposeful interactions
Take action immediately if possible
Don’t ask personal questions or share
personal information
• Quick pace

16. Promoter Persuasion
• Have fun and be witty
• Ask them for feedback, and ask questions
to keep them on focus.
• Express opportunities in with a big picture,
future focus and limit the details
• Recognize and compliment them
• Let them win, be first, be newest

17. Summary
• The ideal style is the style shifter
• Awareness and treading lightly can pay
dividends
• Make it part of your sales process to read
people, record what you observe and
incorporate it into your strategy.