Description
This is presentation highlights about the implications of selling.
IMPLICATIONS IN SELLING
PART1 : LEADING - FOLLOWING
? Score above 140 ? Buyers will notice you are the first to say things ? May be perceived as too directive ? Seen as someone who does not listen ? Score below 40 ? Buyers will notice you say things if specifically asked. ? May be perceived as lacking in ideas and own thoughts. ? Seen as someone with low confidence
PART 2: OPPORTUNITY - FEAR
• Score above 140
– –
–
Buyers see that you are a positive person May be perceived as unrealistic and little reckless Too prepared to try things that have not been thought out well
• Score below 40
–
– –
Seen as concerned towards risk. Someone who spends time talking about problems and dangers Less focus on resolving the issues
PART 3: TRUST - CONTROL
? Score above 140
Buyers see that you naturally trust people. ? May be perceived as too hands off ? May be seen as disinterested
?
? Score below 40
You tend to stay in control ? May be seen as driving the talk and the relationship ? Not listening and letting buyers do the driving
?
PART 4: YOUR NEEDS – MY NEEDS
? Score above 140
Buyers may see that you help them at your expense ? Some buyers may think you are not self confident
?
? Score below 40
Seen as selfish ? Not a listener
?
PART 5: FEELINGS - FACTS
? Score above 140
Buyers see you as being fair ? Some buyers may see you as ‘touchy-feely’ ? Someone who is more concerned with well being of people than making money
?
? Score below 40
You may not be able to engage well with buyers ? May be seen as cold, unfeeling and inconsiderate
?
PART 6: FREE FLOWING ORGANIZED
? Score above 140
Buyers may see you as disorganized. ? Someone who is prepared to go with the flow.
?
? Score below 40
Buyers see that you like to plan things out well in advance. ? Too much occupied with the plan and not in sight of objectives. ? Not adaptable to enough to changing circumstances.
?
PART 7: MY BEST – BETTER THAN YOU
? Score above 140 ? Buyers see that you are driven to achieve the best results possible. ? Some might see you as self centered and ambitious. ? Score below 40 ? Buyers see that you are driven by making sure that no one else will achieve better results. ? May be seen as worrying too much about competition rather than achieving the best result.
PART 8: BIG PICTURE - DETAIL
? Score above 140
Buyers see that you can relate to their strategy and vision. ? Some buyers may see you as someone who does not pay enough attention to details.
?
? Score below 40
Buyers see that you understand details and reality of the situation. ? Some buyers may see that you have a tendency to get bogged down by the details
?
doc_299715036.ppt
This is presentation highlights about the implications of selling.
IMPLICATIONS IN SELLING
PART1 : LEADING - FOLLOWING
? Score above 140 ? Buyers will notice you are the first to say things ? May be perceived as too directive ? Seen as someone who does not listen ? Score below 40 ? Buyers will notice you say things if specifically asked. ? May be perceived as lacking in ideas and own thoughts. ? Seen as someone with low confidence
PART 2: OPPORTUNITY - FEAR
• Score above 140
– –
–
Buyers see that you are a positive person May be perceived as unrealistic and little reckless Too prepared to try things that have not been thought out well
• Score below 40
–
– –
Seen as concerned towards risk. Someone who spends time talking about problems and dangers Less focus on resolving the issues
PART 3: TRUST - CONTROL
? Score above 140
Buyers see that you naturally trust people. ? May be perceived as too hands off ? May be seen as disinterested
?
? Score below 40
You tend to stay in control ? May be seen as driving the talk and the relationship ? Not listening and letting buyers do the driving
?
PART 4: YOUR NEEDS – MY NEEDS
? Score above 140
Buyers may see that you help them at your expense ? Some buyers may think you are not self confident
?
? Score below 40
Seen as selfish ? Not a listener
?
PART 5: FEELINGS - FACTS
? Score above 140
Buyers see you as being fair ? Some buyers may see you as ‘touchy-feely’ ? Someone who is more concerned with well being of people than making money
?
? Score below 40
You may not be able to engage well with buyers ? May be seen as cold, unfeeling and inconsiderate
?
PART 6: FREE FLOWING ORGANIZED
? Score above 140
Buyers may see you as disorganized. ? Someone who is prepared to go with the flow.
?
? Score below 40
Buyers see that you like to plan things out well in advance. ? Too much occupied with the plan and not in sight of objectives. ? Not adaptable to enough to changing circumstances.
?
PART 7: MY BEST – BETTER THAN YOU
? Score above 140 ? Buyers see that you are driven to achieve the best results possible. ? Some might see you as self centered and ambitious. ? Score below 40 ? Buyers see that you are driven by making sure that no one else will achieve better results. ? May be seen as worrying too much about competition rather than achieving the best result.
PART 8: BIG PICTURE - DETAIL
? Score above 140
Buyers see that you can relate to their strategy and vision. ? Some buyers may see you as someone who does not pay enough attention to details.
?
? Score below 40
Buyers see that you understand details and reality of the situation. ? Some buyers may see that you have a tendency to get bogged down by the details
?
doc_299715036.ppt