It’s easy enough to have a sales conversation with a customer who is ready to buy right now. But, what if the customer standing in front of you is a sale in a week, or a month, or a year? It is important to remember there are multiple factors that go into a customer's decision [...]
One of the things to consider when crafting your sales techniques is how urgent your customer is. Yes, your customer has a pain point. Yes, they want it solved. But – do they want it solved right NOW or at some point in the future? Urgency and sales have an important link when you are [...]
The prestige factor. This is a topic that came up in yesterday’s “Business Talk Time” discussion (watch it here!), and one that is worth addressing here. As you consider marketing methods that could be right for you, one angle to think about is the level of prestige of your target market. The higher the perceived [...]
This is the last of the four-week series on how to adapt marketing to the 4 key social styles. This week: The Expressive. The Expressive is outgoing and enthusiastic, creative and motivating. They have a lot of ideas but may not follow through to completion. They are impulsive and intuitive in decision making, sometimes without [...]
Continuing the four-week series on how to adapt marketing to the 4 key social styles. This week: The Amiable. The Amiable is people-oriented, sympathetic, considerate, and supportive. They would rather work as a team than alone; to be led rather than to lead. They are trusting and warm, seeking approval and looking for guidance. They [...]
By popular demand, we are doing a four-week series on how to adapt marketing to the 4 key social styles. This week: The Analytical. The Analytical is detail-oriented and independent. They are precise, logical, and risk averse. They operate with structure and discipline, and have a tendency to prefer working on their own than with [...]
By popular demand, let’s look at how to adapt our marketing to the 4 key social styles in a 4-week series. This week: The Driver. The Driver is focused and efficient. They plan carefully but act quickly. They are ready to make a decision and move on, even if that means taking a risk. They [...]
Although each potential customer is a unique individual, buyers generally fall into one of four social styles. The Driver is controlled, assertive, busy, risk-taking; they respond best to facts. The Analytical type is a stickler for precision, risk averse, and critical of persuasion; they want facts and they want you to give them time with [...]