Does your selling style match your potential clients’ buying behaviour?



Sales training industry is very often featured by so-called “client-oriented” approaches to selling. But how widespread is the customer centred approach and what are its implications for sales effectiveness? It’s taught to many salespeople but how many are actually using it?



Client-oriented approach to selling is marketed under named such as Consultative Selling and Customer-Centric Selling amongst others. 

Client-directed selling is so empowering that it overshadows all other approaches to selling to the point that the majority of salespeople and managers believe there is only one way to sell.



Research has proven that salespeople tend to favor presenting and selling which is made up of expressive inclinations (themes) and which tend to be repeated across time and situations regardless of which sales approach has been adopted. These tendencies or styles are influenced by genetics or instructed by personality predispositions.  Explanations for the origin and function of the stylistic behaviour of salespeople are inconsistent, incomplete and incoherent. One thing is clear, however. Despite popular opinion to the contrary, there is more than one style.

 

The six styles which have been found by George W. Dudley describes how salespeople actually behave when presenting.

























Depending on the methods used and the interpretations given to the outcome, the six style factors can be further collapsed to:



- Relational (NOS & ROS)
- Procedural (SOS & POS) and
- Persuasional (IOS & COS)



If you want to learn more on how we can help you to incorporate different selling styles in your company and adequately match with buyers buying behaviour in your industry, please contact us.