 What's My Selling Style?
 Objective - To identify and understand styles of selling and how to flex into the needed style for success
Intended For - Sales team members at all levels
Time Required - 1-2 hours
Product Format - A fun, fast learning instrument that identifies one's preferences in selling.
Can salespeople improve their performance just by understanding their selling style? Yes! Salespeople who are aware of their personal style are more effective than those who are not.
What's My Selling Style?, the newest addition to our popular Style SeriesTM, helps individuals analyze how they typically behave in a sales situation, identify their customers' styles, and learn how to flex their own style to match their customer's. With increased awareness and flexibility, salespeople can use style to maximize sales and rise above the competition.
Salespeople who are aware of their personal selling style are more effective than those who aren't. To emphasize the impact personal sales style can have, think of one or more instances when you were purchasing something. Did you ever walk away and think any of these thoughts?
"Wow, that salesperson was really pushy."
"She was nice but I don't think she was interested in making a sale."
"His excitement about the product didn't seem believable."
"My head is spinning from all the facts and figures presented."
The more we understand how we behave when working with a customer, the better we will be able to identify the customer's style and make the sale. Using Jung and Marston's well-known personality theory, we can identify four basic styles of selling:
Direct
Isn't afraid to ask customers for the sale. Does not typically engage in idle chitchat and tries to keep sales conversations focused on business. When a sale doesn't come to fruition, they simply move on to the next prospect with no personal offense taken.
 Spirited
An enthusiastic supporter of whatever he or she is selling. Enjoys social interaction with customers and works at creating professional sales relationships. Although focused on developing long-term relationships, the confident Spirited style can handle rejection well.
Considerate
Dedicated to helping customers. Focused on getting to know more about the customer, both personally and professionally, in order to better meet their needs. Excellent listeners who ask open-ended questions to assist the customer in problem solving. Tends to be sensitive to customer objections and rejection.
Systematic
Has good knowledge of what he or she is selling. Highly organized and can handle multiple customers with ease. Exceptional at keeping detailed records and following up on potential leads. Rejection is viewed as an opportunity to refine the sales process.
Although it takes some willingness and effort to expand beyond our own styles to interact with others, customers generally appreciate it and it may make the difference between success and failure in making the sale. By observing and listening to customers we can guess at what may be their dominant personal style - or the style they are using at the moment.
 Note: You can view a sample participant report for the online version by clicking HERE. The booklet version of the Participant Guide is similar, but not identical. It is manually scored by the participant versus electronically scored and printed with the online version.
Learning Outcomes:
- Identify one of 4 personal selling-style preferences: Direct, Spirited, Considerate, or Systematic
- Understand how to leverage style strengths and avoid trouble spots
- Learn clues to determine customers' personal styles
- Discover how to adjust or flex to match the customer's style
- Find out how to sell to any personal style
Special Features:
- Step-by-step, 1 1/2-hour workshop
- 3 optional workshop activities
- Alternate training design
- Interpretive Guide
- Action Planning
- PowerPoint presentation
- Reproducible masters
- Wall chart template
- Guidelines for using the online version
- and more
| 
