Behavioral Style and
Prospect Participation
Presenting to each of the four social styles
Driver
Planning
o
o
Expressive
Planning
Short term results
Your product should show
immediate benefits
o
o
o
Presenting
o
o
o
o
o
o
o
o
o
Personal relationship is not
important.
Don't spend too much time on
the relationship
Move quickly to a substantial
benefit with a payback
Be brief stress the bottom line
Get them involved. Let them
lead
Drivers test your mettle.
Prepare for a debate.
Answer objections. Don't bluff
P