Selling Under the Influence – How do YOU work with various Communication Styles?

Mark Cichowski smartPRENEUR Blog Series

Every personality is not absolute. People can reflect three styles, but typically not the fourth. Refer to the grid below. An Analyst personality may also have traits from a Driver or Relater, but less likely an Expressor. A Driver may have traits of an Analyst and Expressor, but less likely warm and fuzzy Relater traits. Perhaps sometimes, but not their core. Opposite styles ...

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 ...