Adaptive Selling for Relationship Building

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Adaptive Selling for Relationship Building
Chapter 6
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Types of Sales Presentations

• Standard Memorized Presentation
• Outlined Presentation
• Customized Presentation

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Types of Sales Presentations

• Standard Memorized Presentation
• Cannednot adaptive
• Same to all customers
• Same from all salespeople
• Advantages
• Disadvantages

4
Types of Sales Presentations

• Customized Presentation
• Created for specific customer needs
• Based on detailed analysis
• Advantages
• Disadvantages

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Types of Sales Presentations

• Outlined Presentation
• Compromise between other two types
• Standard introduction, answers to common
  questions and closes
• Important sales points are outlined
• Advantages
• Disadvantages

6
Social Styles

• Dimensions
• Assertiveness
• Responsiveness

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Social Styles Model
Low Responsiveness
Low Assertiveness
High Assertiveness
High Responsiveness
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ANALYTICALSJust the facts maam
Low Resp
Low Assert

• Interested in
• Facts, principles, logic, detail
• Decisions
• Slow, on evidence, firm
• Sell with
• Tangible evidence
• Background
• Technical

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ANALYTICALSCues
Low Resp
Low Assert

• Attire
• Conservative
• Office
• Work-oriented, charts, references
• Activities
• Solitary activities
• Examples
• Spock

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DRIVERSDo it my way, now!
Low Resp
High Assert

• Interested in
• Bottom line
• Decisions
• Quick
• Sell with
• Bottom line
• Background
• Technical

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DRIVERSCues
Low Resp
High Assert

• Attire
• Conservative
• Office
• Power, achievement-oriented
• Activities
• Group activities, politics
• Examples
• Mr. Burns

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AMIABLES? I love you, you love me?
Low Assert

• Interested in
• Close relationships, cooperation
• Decisions
• Slow, consensus
• Sell with
• Personal relationship
• Background
• Liberal arts

High Resp
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AMIABLESCues
Low Assert

• Attire
• Casual or flamboyant
• Office
• Friendly, open, personal mementos
• Activities
• Solitary activities
• Examples
• Mr. Rogers

High Resp
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EXPRESSIVESWhats in it for me? Who can help?
High Assert

• Interested in
• Power, politics
• Decisions
• Quick, opinions, changes
• Sell with
• Personal status, recognition, demonstrations
• Background
• Liberal arts

High Resp
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EXPRESSIVESCues
High Assert

• Attire
• Flamboyant or casual
• Office
• Friendly, open, cluttered, motivational slogans
• Activities
• Group
• Examples
• Little Richard
• Paris Hilton

High Resp