I have had several questions of what this means. Well, it in the most simple way is determining what this person thinks, why they think it and what things influence them.
So, why is this important in sales? Should be obvious. What buttons should you push.
More the question should be, how do you read people?
Not that simple. It is one of those things that I think you have a natural skill to do or you do not. However, like everything, you can get better.
There are some simple things. Things you probably learned in HS. People who have a frown and crossed arms are probably not believing you. Duh.
More complicated can be some other signs. What is at the persons desk, what are they wearing, their use of language and more. I wish I could give a simple explination of these things and how to read. Hoever It would take a year long course. I know that many times you can break down the behavior into
1. Type A
2. Ambivilant
3. Social
4. Analytical
Lets face it. Most C-level people we sell to are not number 2. A few are number 3. Most are 1 and a few are 4.
With number 1. Facts, quick and to the point
With number 4. Facts with support, spreadsheets. More details are better.
Some of the other things I have seen are NEVER put a 2 with a 1 or a 3 with a 4. Most times these do not get along well in a business setting trying to make decisions.
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