Selling is an Interactive, Human Experience
The ability to recognise – and adapt to – different Behavior Styles is a critical aspect of connecting with buyers and sales success.
The four Behavior Styles are:
- DOERS are dialed in on the end results, and like the name says, they do what’s necessary to make it happen. Because they’re decisive and fearless, you can count on the Doer to step up when action’s needed.
- CONTROLLERS like to plan before they act and think before they speak. Thoroughness and attention to detail helps them bring logic and balance to the decision-making process.
- SUPPORTERS value people. They’re quick to serve and be others-focused. They’re the most natural listeners because they’re genuinely interested in what people have to say.
- TALKERS are great at establishing relationships. They’re creative, inspiring and light up the room.
With continued change and disruption hitting the workplace- and virtual work and meetings taking precedent- it’s even more important to get your messages across clearly and empathetically. Identifying and connecting with the other person’s Behavior Style should always be top-of-mind, part of your pre-call planning and coaching discussion preparation.
