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Copyright 2014 Sales Octane
Configura Shot Of Octane™
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Think MOVE
vs. SELL
hink MOVE vs. Sell!
People love to buy…
!…they hate to be sold!
!
20
Copyright 2012 Sales OctaneCopyright 2014 Sales Octane
#1
They buy from people they like
WhenPeople buy from people
Copyright 2012 Sales OctaneCopyright 2014 Sales Octane
They buy from people they like
WhenPeople buy from people
#1
hink MOVE vs. Sell!
elationships matter
Product Industry “IQ”
!“S/HE knows
their stuff!”
“I like them...”
Copyright 2012 Sales OctaneCopyright 2014 Sales Octane
They buy from people they like
#2
People buy from people
Opposites Attract?
They buy from people like themselves
Copyright 2012 Sales OctaneCopyright 2014 Sales Octane
Title Text
!Body Level One !Body Level Two
• Body Level Three –Body Level Four
»Body Level Five
#2
hink MOVE vs. Sell!
elationships matter
imilarity works (in Biz)
D
IS
C
Jim Ryerson Natural
2
11
“Typical” Sales Team
D
IS
C
Jim Ryerson Natural
Typical Design/Project Management Operational Team
D
IS
C
Jim Ryerson Natural
“Typical” Sales Team
Copyright 2012 Sales OctaneCopyright 2014 Sales Octane
I
Influencer Influencer
Copyright 2012 Sales OctaneCopyright 2014 Sales Octane
S
D
IS
C
Jim Ryerson Natural
Typical Design/Project Management Operational Team
SteadySteady
Copyright 2012 Sales OctaneCopyright 2014 Sales Octane
C
D
IS
C
Jim Ryerson Natural
Typical Design/Project Management Operational Team
Compliant Compliant
Copyright 2012 Sales OctaneCopyright 2014 Sales Octane
D
D
IS
C
Jim Ryerson Natural
Typical Design/Project Management Operational Team
Driver Driver
hink MOVE vs. Sell!
elationships matter
imilarity works (in Biz)
valuate others
Take
Out
Your
TOP
Style
Copyright 2012 Sales OctaneCopyright 2014 Sales Octane
STEP C
Manage Your Expectations !
“can’t we all just get along...?”
The higher the number !
!
!
The greater YOU must ADAPT!
© 2005-2013 Target Training International
Dominant / Driver / CholericDB ehavi o ral
Selli n g Ski lls
STEP A | Know yourself: “D” Salesperson
STEP B | Identify the customer’s style (see chart)
Prepare yourself
STEP D | Use this chart when you are selling to:
“I
Driv
erIn
fluen
cer
Ste
ady
Com
plia
nt
B Extroverted B Introverted
B - B -
Analytical, Task
& D
etail Oriented
Peo
ple-oriented,
Co
operative
YOU sell(communicate)
the way YOU buy(like to be communicated with)
© 2005-2013 Target Training International
Steadiness / Amiable / PhlegmaticSB ehavi o ra l
Selli n g Ski lls
STEP A | Know yourself: “S” Salesperson
STEP B | Identify the customer’s style (See Chart)
Prepare yourself
STEP D | Use this chart when you are selling to:
“I
Dri
ver
Influ
ence
r
Ste
ady
Com
plia
ntB Extroverted B Introverted
B - B -
Analytical, Task
& D
etail Oriented
Peo
ple-oriented,
Co
operative
1BSM
Compliant &
Steady
© 2005-2013 Target Training International
Steadiness / Amiable / PhlegmaticSB ehavi o ra l
Selli n g Ski lls
STEP A | Know yourself: “S” Salesperson
STEP B | Identify the customer’s style (See Chart)
Prepare yourself
STEP D | Use this chart when you are selling to:
“I
Dri
ver
Influ
ence
r
Ste
ady
Com
plia
ntB Extroverted B Introverted
B - B -
Analytical, Task
& D
etail Oriented
Peo
ple-oriented,
Co
operative
2BSM
Influencer
© 2005-2013 Target Training International
Steadiness / Amiable / PhlegmaticSB ehavi o ra l
Selli n g Ski lls
STEP A | Know yourself: “S” Salesperson
STEP B | Identify the customer’s style (See Chart)
Prepare yourself
STEP D | Use this chart when you are selling to:
“I
Dri
ver
Influ
ence
r
Ste
ady
Com
plia
ntB Extroverted B Introverted
B - B -
Analytical, Task
& D
etail Oriented
Peo
ple-oriented,
Co
operative
3BSM
Driver
© 2005-2013 Target Training International
Compliant / Analytical / Melanc holic
B ehavi o ralSelli n g Ski lls
STEP A | Know yourself: “C” Salesperson
STEP B | Identify the customer’s style (See Chart)
Prepare yourself
STEP D | Use this chart when you are selling to:
“I
Dri
ver
Influ
ence
r
Ste
ady
Com
plia
ntB Extroverted B Introverted
B - B -
Analytical, Task
& D
etail Oriented
Peo
ple-oriented,
Co
operative
1BSM
Compliant &
Steady
© 2005-2013 Target Training International
Compliant / Analytical / Melanc holic
B ehavi o ralSelli n g Ski lls
STEP A | Know yourself: “C” Salesperson
STEP B | Identify the customer’s style (See Chart)
Prepare yourself
STEP D | Use this chart when you are selling to:
“I
Dri
ver
Influ
ence
r
Ste
ady
Com
plia
ntB Extroverted B Introverted
B - B -
Analytical, Task
& D
etail Oriented
Peo
ple-oriented,
Co
operative
4BSM
Driver &
Influencer
D
IS
C
Jim Ryerson Natural
Typical Design/Project Management Operational Team
© 2005-2013 Target Training International
Dominant / Driver / CholericDB ehavi o ral
Selli n g Ski lls
STEP A | Know yourself: “D” Salesperson
STEP B | Identify the customer’s style (see chart)
Prepare yourself
STEP D | Use this chart when you are selling to:
“I
Driv
erIn
fluen
cer
Ste
ady
Com
plia
ntB Extroverted B Introverted
B - B -
Analytical, Task
& D
etail Oriented
Peo
ple-oriented,
Co
operative
4BSM
Compliant
© 2005-2013 Target Training International
Influencer / Expressive / Sanguine
B ehavi o ralSelli n g Ski lls I
“I
Dri
ver
Influ
ence
r
Ste
ady
Com
plia
nt
STEP A | Know yourself: “I” Salesperson
STEP B | Identify the customer’s style (See Chart)
Prepare yourself
STEP D | Use this chart when you are selling to:
B - B -
Analytical, Task
& D
etail Oriented
Peo
ple-oriented,
Co
operative
B Extroverted B Introverted
4BSM
Compliant
© 2005-2013 Target Training International
Dominant / Driver / CholericDB ehavi o ral
Selli n g Ski lls
STEP A | Know yourself: “D” Salesperson
STEP B | Identify the customer’s style (see chart)
Prepare yourself
STEP D | Use this chart when you are selling to:
“I
Driv
erIn
fluen
cer
Ste
ady
Com
plia
ntB Extroverted B Introverted
B - B -
Analytical, Task
& D
etail Oriented
Peo
ple-oriented,
Co
operative
3BSM
Steady
© 2005-2013 Target Training International
Influencer / Expressive / Sanguine
B ehavi o ralSelli n g Ski lls I
“I
Dri
ver
Influ
ence
r
Ste
ady
Com
plia
nt
STEP A | Know yourself: “I” Salesperson
STEP B | Identify the customer’s style (See Chart)
Prepare yourself
STEP D | Use this chart when you are selling to:
B - B -
Analytical, Task
& D
etail Oriented
Peo
ple-oriented,
Co
operative
B Extroverted B Introverted
3BSM
Steady
hink MOVE vs. Sell!
elationships matter
imilarity works (in Biz)
valuate others
hange your style/Adapt!
How best?
hink MOVE vs. Sell!
elationships matter
imilarity works (in Biz)
valuate others
hange your style/Adapt!
very Engagement
Any Meaningful
Conversa0on**every conversation is meaningful…
hink MOVE vs. Sell!
elationships matter
imilarity works (in Biz)
valuate others
hange your style/Adapt!
very Engagement
Start moving by adapting!
Copyright 2014 Sales Octane
Configura Shot Of Octane™
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