Essential Selling Skills Session 12 – Varying Your Selling Style ($20, 31 minutes, on-demand) The best sales professionals vary their selling style to fit different types of customers. For example, how you sell to a customer who is very sociable and relationship-oriented should be different than how you sell to a customer who is very direct and wants to get down to business. This may sound obvious but it is not common practice – average sellers tend to use the same selling style with everyone, which limits their effectiveness. Participants will learn four distinct Customer Personality Types and some practical tips on how to assess what type of customer you are interacting with. A self-survey is included in this teaching session so that you can identify your natural selling style.
The video, downloadable handout, downloadable self-survey (Excel document), and quiz will improve your ability to identify your natural selling style and learn when and how to vary your style to fit different customers, including how to:
- Identify which of four different customer personality types a particular customer corresponds to, and what each type of customer values in a salesperson
- Select the appropriate selling style to match up to each of these customer personality types
- Use a self-survey titled the Selling Skills Inventory (SSI) to identify your natural selling style, including advice on how to interpret your SSI results
- Understand the strategic sales factors that determine when and how to vary your selling style, including some practical tips on clues that you can use when speaking with or visiting a customer
Essential Selling Skills Session 12: Varying Your Selling Style is the last of twelve online learning modules in the Essential Selling Skills Series.
Your registration provides 6 months access to practical skills-based online training, on your schedule, at your location.
The instructor is available to answer questions at firstname.lastname@example.org or 339-832-8666.
The entire Essential Selling Skills series includes almost 6 hours of training divided into 12 sessions, each about 30 minutes in duration. The series includes a 1 year subscription for the discounted price of $175. Session 1 is free, so use it as a no-cost way to preview the entire series.
Bill McCormick is the founder and president of Peak Selling, Inc., a firm specializing in customized sales training and consulting. Bill has over 20 years of experience consulting managers and coaching sales executives and professionals. He is the primary author and developer of Peak Selling's customized sales and management workshops.
Prior to founding Peak Selling, he was Vice President of Marketing for an international consulting and training company. Bill was responsible for managing their entire sales and marketing effort, including an international network of licensees, and doubled their sales volume in four years. Prior to that, Bill held positions in sales, sales management, and marketing for a Fortune 25 firm.
Bill earned his M.S. degree in Business Administration from Johns Hopkins University and a B.S. degree from Rensselaer Polytechnic Institute. He also is on the Corporate Education Group (Boston University) faculty.