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UNDERSTANDING CUSTOMERS TO SELL BETTER AND MORE

tions profile revealed strong social and aesthetic
values, with little focus on utilitarian aspects.

One might argue that luxury sales may not be the

best industry for him, yet he remains extreme-
ly successful. His success can be attributed to the
preferred discreet and consultative sales approach
in the luxury market, where customers value genu-

ine advice over aggressive sales tactics.

The manager’s awareness of his values is crucial,
echoing the “golden rule” of treating others as one

wishes to be treated. His grasp of behavioral in-
sights allows him to understand both himself and
his clients better, enabling him to communicate ef-

fectively. Unsurprisingly, his values are paramount
in forging solid business relationships.

We aim to provide you with targeted advice for interacting with the
four primary behavioral styles. Also, keep in mind that not every
trait we mention will necessarily be evident in every person who dis-
plays primarily one style. The degree to which each primary style’s
characteristics manifest, as well as a person’s level of emotional intel-
ligence, significantly influences how these traits are observed and
expressed. The examples that follow generally portray individuals
who exhibit a predominant characteristic of one behavioral style to

a high degree, without significant influence from other traits.

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