Basic Concepts
Primary style
Back up style
Clues to style
We respond to a style
similar to our own.
the favorite
used sometimes (stress)
manner of speech use of time, etc
Don’t overuse your style
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Behavioral Styles in
Selling
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We use one or two styles in selling
Know your own style well
Style predicts surface behavior.
It is not an in-depth personality analysis.
Dimensions of Behavior