Inline Plastics Playbook v2 JUL-21

Adjusting the Style to that of a Buyer/Lead Although it is not always true, sales-people tend to be Expressive. They find it easy to talk and make social connections. They are naturals at painting pictures verbally. They may need to work harder at understanding the analytical mindset, which wants to gather the facts and then deliberate . At times it can feel as if Expressives and Analytics are not even speaking the same language. First, you need to know who you are and where you stand. If you're an extreme expressive or an extreme driver, understand that the people you have trouble connecting with are the ones who are opposites of you, so you'll have to work harder to make a good connection. If you know the style of your buyer/lead, you can adjust your style accordingly. Naturally, it is easier to connect with adjacent styles, while reaching the style across the center tends to require more effort:

Ask yourself what is the most common style of the buyers you know? Do you know how to adapt your style? Know what language they prefer. Give them what they want and need to feel comfortable buying. The table below will give you some helpful tips:

S A L E S P L AY B O O K

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