What you will read in the book
Types of Behavior
4 Different Types of Behaviour
Behavioral type characteristics
General characteristics
What motivates and empowers him, what are his needs?
What scares him and what he wants to avoid? What annoys him? What are his strengths?
What are his weaknesses?
What should he learn?
What kind of people is needed next to him?
Which customer or leader responds best?
How does he behave as a buyer?
How do we handle when dealing his objections and how do we negotiate with him?
The salesman has died, the salesman lives!
Characteristics and methodology of a good salesman action plan
Salesperson Career Stage 1 – David: The Beginner in Sales or
order taking salesman
Salesman Career Stage 2 – Hunter: The old salesman
old school
Salesman Career Stage 3 – Patriot: The Modern salesperson -
consultant
Adapting to the type of customer behavior
The features of KAM
From the “bow tie” approach to the “rhombus” approach
Important points
Exercise for self-improvement
The Customer is the King ...
Customer needs
What the Customer wants from the Salesperson
What the Salesman wants from the Customer: Customer Rating
and Partners
Important points
Exercise for self-improvement
Sales: Definition and Characteristics
Sales: Product features, benefits and services
Conditions for selling
Sale process
The 8 stages of Sale
Stage 1: Preparation
The stage of preparation according to the type
customer behavior
Stage 2: Approach Προσέγγιση
The type of approach depending on the type
customer behavior
Stage 3. Investigation of Needs
Discovering the Customer Needs: Questions
The stage of assessment the customer needs according to
the type of customer behavior
Stage 4: Presentation
The stage of presentation by type of
customer behavior
Stage 5: Handling objections
The stage of handling objections according
to the type of customer behavior
Stage 6: Closing
The stage of closing the deal depending on the type
customer behavior
Στάδιο -7: Selling Up
Στάδιο -8: after-sales service
The stage of after sales service depending on the type of
customer behavior
Summary: Stages of Sales by Customer Type Profile
Sales strategies based on the type of customer and salesman behavior
The 10 “IN” and “OUT” in sales
Important points
Exercise for self-improvement
