Page 326 - Barkev Training Manuals - Final

How to handle them
Present the “big picture”
Use emotional benefits
Show them proofs — testimonials, articles, etc.
Recognize them as being important
Put details in writing and explain carefully
Use a direct close and reassure them of their decision

No one person is ever totally one personality type. We are all mixtures, but you will
discover that people operate primarily in one of four types. Here are the four
personality types you will encounter and the associated characteristics:

Analytical & Amiable:
Ask a lot of questions
Speak softly
Move slowly
Not much direct eye contact
Leans back in chair
No hand gestures
Patient
Cooperative
Calm

Driver & Expressive:
Tell you things
Speak loudly
Fast movements
Direct eye contact
Lean toward you
Animated hand gestures
Impatient
Competitive
Excitable
Enthusiastic
Outwardly positive

SALES TRAINING MANUAL 6
Updated - 28 March 2018