CHAPTER 5
FINDING YOUR SELLING STYLE
A DIFFERENCE IN SOCIAL
STYLE
Failure to understand styles can cause
lost sales, frustration
o
Success
and
Behavioral
Styles
o
Understanding styles
leads to better
communication
Style analysis was
started by Jung and
modified by others.
THE BEHAVIORAL OR SOCIAL STYLES
MODEL
Four basic styles based on four
functions of human personality
Function
Characteristic
Quick reactions to here and now
sensory input
Driver [Sensor]
Expressive [Intuitive]
Imagination and thought
Amiable [Feeling]
Analytical [Thinking]
Are You A Director,
Thinker, Relater, or
Socializer?
o
o
Emotional and personal reactions to
experiences
Logically organizing and analyzing
data
Try the Kiersey Temperament Sorter
Here is the Watchword Technique