The Versatile Salesperson

This guide will help you develop your selling skills and increase sales. Shows how to acquire sales versatility and the ability to develop and maintain profitable, long-term business relationships. Highlights the selling preferences of several ?social styles,? helps you identify the social style of your buyers--quickly and accurately, and reveals how to adapt your selling behavior to make your buyer more comfortable. Versatility: The Key to Competence in Selling.

Behavior: The Key to Social Styles.

The Analytical: ``Practical Suggestions Are What I Need.'' TheDriver: ``Show Me I Can Get Some Bottom-Line Results.'' TheExpressive: ``I Like Salespeople Who Are Competent, Imaginative.''The Amiable: ``Show Concern for Me and My Problems.'' Ask-AssertiveBackup Behavior: Flight.

Tell-Assertive Backup Behavior: Fight.

Strategies for Selling to Ask-Assertive Buyers.

Strategies for Selling to Tell-Assertive Buyers.

Versatility: How to Modify Your Style.

Appendix A: Impact on Social Style on Customers.

Appendix B: Social Style Identification.

Appendix C: Strategy for Selling.

Appendix D: Social Style Summary.

Appendix E: Sales Strategy Planning Sheet.

Index.

Roger Wenschlag and Sharon Skeeter are the authors of The Versatile Salesperson: Selling the Way Your Customer Wants to Buy, published by Wiley.