Selling Under the Influence – Influence Buying Behaviors of Communication Styles

Mark Cichowski smartPRENEUR Blog Series

In the last blog, we identified style traits. Let’s look at how to work with those traits. Communication Style: The Driver - Result Driven - Confrontation No Problem  Be direct and to the point, quick & concise  Be businesslike, avoid ‘fuzzy’ conversations  Provide well thought-out recommendations  Stick with tasks and results  Avoid stories, too many opinions and surprises  Present a ...

Selling Under the Influence – Communication Styles

Mark Cichowski smartPRENEUR Blog Series

Let’s identify the four basic styles and the personality behind the style. First, write down the name of someone that you have a difficult time getting along with. We’ll revisit that later. Communication Style: The Driver - Result Driven - Confrontation No Problem  Tend to be visionaries  Black and white viewpoint & dress  Charts & graphs, few/no people pictures (applies to ...

Sales Foundations, Part 2

Mark Cichowski smartPRENEUR Blog Series

These are a few more of the most common, proven and useful professional techniques you can use in sales. Feature, Advantage, Benefit (FAB) Salespeople tend to “feature dump” when selling. Being the expert in your industry is fantastic. Sometimes that knowledge overwhelms to buyer prospect if the salesperson bombards them with features. An example is, “someone asks you for the time and you ...

Sales Foundations, Part 1

Mark Cichowski smartPRENEUR Blog Series

These are a few of the most common, proven and useful professional techniques you can use in sales. To use a corny phrase, it is not rocket science... Let’s look at some. Be a Human Getting to know your buyer prospect, not just sell to them, is a crucial component of the sales process. We’ll get into personalities in other blogs, but ...
Mark Cichowski

Meet the Faculty: Mark Cichowski

Mark Cichowski smartPRENEUR Blog Series

Mark Cichowski, CEO at Clarity AV International, Inc. Relevant Past Positions & Experience: Broad experience includes business development (domestic and international), sales management, marketing, client relations, training, extensive domestic and international travel, successful P&L management, operational responsibility, product launches, direct sales, and more. Mark has a results oriented approach with an inquisitive personality, and he's been described as direct, outgoing and positive. Audio/Video roots ...