Why are you BEHAVING like that?
Name the 4 Behavior Styles.
TALKER,DOER,CONTROLLER, SUPPORTER
This is what "AIDINC" stands for.
APPROACH
INTERVIEW
DEMONSTRATE
VALIDATE
NEGOTIATE
CLOSE
Selling is not something you do to people, it something you ___ ____and with them.
Thank
This is trait of "Supporter".
WARM,COOPERTIVE AND ATTENTIVE ESTABLISH TRUSTING RELATIONSHIPS
NEED TIME TO PROCESS INFORMATION BEFORE MAKING A DECISION
FRIENDLY AND EASY TO APPROACH
This is something you should do in the APROACH.
Tune the world out and people in.
Put them at ease and make them feel important.
Thank them for contacting you.
Hold eye contact and listen to how they feel.
Getting agreement on a solution is a victory for the service person,the organization and the ______.
Member
During Close Leave them wanting to ____.
return
This is a trait of a "Talker".
FAST-PACED,OUTGOING AND ENTHUSIASTIC.
ARENT INTERESTED IN DETAILS.
VALE PERSONAL RALATIONSHIPS.
PREFER A COLLABERATIVE APPROACH TO MAKING DECISIONS AND SOLVING PROBLEMS.
This is something you should do during "Interview".
Identify needs challenges and motives.
Ask open-ended questions that draw out problems,concerns,wants, or needs.
Listen to a paraphrase all points and write them down.
Identify problems ,concerns,wants, or needs and get agreement.
Assure people that you want to help them.
Truth, respect and ______provide the basis for a long-term, _____relationships.
honesty Loyal
During Validate Provide proof and ____ to support your claims.
evidence
This is a trait of a "Doer".
FORCEFUL AND RESULS-ORIENTED
GOAL-ORIENTED, NEED IFORMATION THAT SUPPORTS RESULTS.
TEND TO MAKE QUICK DECISIONS WHEN PRESENTED WITH THE FACTS.
LOWER NEED FOR ESTABLISHING RELATIONSHIPS.
This is something you do during "Demonstrate" process.
Show how you products and services fill identified needs.
Repeat the dominant wants, needs or problems.Show how out products fills needs, solves problems and creates value.
Translate product features into member benefits.
Ask for their reaction, feelings, or opinions.
Developing _____ and rapport precedes any recommendations.
Trust
During Demonstrate Show how our product fills ____, solves problems and creates value.
needs
This is a trait of a "Controller".
DETAIL-ORIENTED, DELBERATE AND WELL ORGANIZED
RELY ON FACTS,EVIDENCE AND DATA
WEIGH ALL ALTERNATIVE BEFORE MAKING DECISIONS
LOWER ENERGY LEVEL AND PACING
This is something you during the "Validate" process.
cause people to trust you and believe your claims.
Build trust and confidence in yourself, your products and your organization.
Understand how members define value
Translate cost into value
Provide proof and evidence to support your claims
Selling is a mutual exchange of ____
Value
During Interview ask ____-____, indirect questions that draw out problems, concerns, wants, or needs.
open-ended