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Do Your Salespeople Sell the Way Customers Want to Buy? Finding sales success in Versatility. JOHNSON CITY, TN—It’s impossible to calculate the sales dollars lost when a salesperson doesn’t read the customer right. The customer wants to buy, but the salesperson misses important cues provided by the customer. Through the Versatile Salesperson program, Going For The Green, a sales strategy and performance company, teaches salespeople to sell the way their customers want to buy. “Determining a customer's Social Style can be accomplished through careful listening and astute observation” says Going For The Green president Doug Peterson. “By focusing on two key dimensions of human behavior —Assertiveness (the way a person attempts to influence others) and Responsiveness (how they express emotions when relating to others) — Versatile Salespeople can identify where the customer falls within the Social Style Matrix and adjust their behavior appropriately.”
By using a matrix of social styles (above), perceptive salespeople gauge where customers fall and adapt their selling style to match the customer’s buying style. Developing this type of buyer/seller relationship becomes a competitive advantage for buyers and sellers alike, because it establishes a bond of trust and allows buyer and seller to work on creating solutions together, rather than viewing their relationship as adversarial. Above all else, it's important to keep in mind that while a salesperson’s Social Style may differ from the customer's, sales success comes to those who are highly versatile — salespeople who can modify their behavior to sell the way customers want to buy. The versatility scale is expressed through the letters W-X-Y-Z. People with high versatility are described as having an index of Y or Z on the Versatility Scale. Those with an index of W or X are considered to be less versatile and typically have more difficulty interfacing with customers. To learn more about salesperson versatility as a competitive advantage, contact Going For The Green at (877) 244-5664. # # # |
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