Okay, Sherlock, What Do You Know Now?

Driver's deskYou’re ushered into the customer’s office for the first time. You’ve never met her before. The large, clean desk dominates the room. How are you going to conduct this sales call?

  1. Are you going to persuade with warmth, flair, or conviction?
  2. Will you appeal to feelings, procedures, or goals?
  3. Will your pace be fast/decisive, slow/systematic, or slow/relaxed?

ANSWERS

The large, clean desk is an indicator that you’re dealing with a Driver personality.

  1. Sell her with the conviction that you believe in what you’re doing and selling. She can spot a phony a mile away.
  2. She’s the boss because she knows how to set goals and reach them. That’s what she’s looking for from you.
  3. She’s likely to make a decision on this first call. Be fast, decisive, and get to the point. She has no time for small talk.
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