Page 324 - Training 2019

How to handle them
Dress professionally
Get right to the point
Do not waste time
Stress quick results
Ask questions to force attention
Put everything in writing
Let them feel they are in control
Summarize key benefits before closing
Use 2 or 3 option close

3. Amiable:
a. Likes to build relationships
b. Friendly and likable
c. Traditional attitudes
d. Not a risk taker
e. Needs support of other people
f. Makes careful decisions
g. Somewhat “wishy-washy”
h. Less time-oriented
How to handle them
Be friendly and build rapport quickly
Don’t rush into the presentation
Don’t pressure them
Allow for plenty of time for conversation
Stress emotional benefits
Reassure them regularly
Allow them to include others in decisions
Give them one positive choice
Help them make the decision

4. Expressive:

a. Dreamer
b. Uses hunches to make decisions
c. Needs to be with people
d. Makes quick decisions
e. Makes brief plans
f. Takes risks
g. Focuses on generalities
h. Less time-oriented

SALES TRAINING MANUAL 5
Updated - 28 March 2018