Praktische Vaardigheden Ontwikkelen Sales Techniques | Page 53

o Amiables o o Low assertiveness High responsiveness. Support specialists o Slow in making decisions or taking actions o Likes close, personal relationships o Dislikes interpersonal conflict o Supports and actively listens to others o Weak in goal setting and selfdirection o Seeks security and identification with a group o Has good counseling and listening skills High assertiveness o High responsive. o Social specialists o Expressives Spontaneous actions and decisions o Likes involvement o Exaggerates and generalizes o Tends to dream and get others caught up in those dreams o Jumps from one activity to another o Works quickly and excitedly with others o Seeks esteem and group identification o Has good persuasive skills o Versatility as a communication tool o o Conflict can happen if we use our own styles One person must adapt Behavior Flexibility or Versatility The willingness to control personal behavior and adapt. The Law of Psychological Reciprocity Human beings are instinctively impelled to return to others the feelings and emotions they give to us. o When we move toward their style then they are compelled to move toward our style. o Called mirroring and matching o You can impact the thoughts, actions and feelings of others by modeling what you want to have happen Identifying Pace and Priority Style Clues in the Prospect’s Environment o o o o o o How fast are decisions made? How competitive? How much feeling is displayed? Office decorations Furniture Pictures, diplomas etc