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8
UNDERSTANDING CUSTOMERS
TO SELL BETTER AND MORE
What makes this chapter impactful?
The second practical evaluating application for your understand-
ing of behavioral styles and motivations focuses on accurately
discerning customer preferences through tailored interactions
and maximizing the benefits offered during discussions.
Utilizing this strategy can enhance your ability to navigate com-
plex sales situations effectively.
SELL ACCORDING TO TYPE
Understanding and evaluating yourself enhances your ability to
comprehend others, fostering a solid foundation of trust. In your
initial interactions with a new customer, start by assessing the
person you’re engaging with, taking note of their body language,
and considering external factors like attire. Inquire strategically to
ascertain the individual’s primary behavioral style and key motiva-
tors. Mastery of these skills is crucial, particularly when interacting
with prospects or new clients who are largely unfamiliar to you.
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