SST: successful selling to type
SSTO is a powerful sales education program that has enabledclients to improve performance by up to 500% by teaching them the skills & tools to communicate in the preferred style of the buyer. It emphasizes the importance of learning one personality type extremely well: your own.
14 pages matching Balance & Shade in this book
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SST in Practice
The Evolution of SST
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ACCOUNT MAINTENANCE Alec Baldwin approach asking good questions Balance & Shade Behavioral Cues big picture Buyer Influences Buyer Profile OVERVIEW Chapter close communication consultative selling counseling counselor decision DEMONSTRATING CAPABILITY Economic Buyer effective listening emphasize ENFJs ENFPs ENTJs ENTP ESFJ ESFPs ESTJs ESTPs expect Extraverted facts Feeling focus Hopkins implications improve Industry Profiles INFJs INFP interview INTJs INTP Introspective types Intuitive ISFJ ISFPs ISTJ ISTP Jung's theory Line of Investigation Lombardi MBTI mental function Neil Rackham objections OBTAINING COMMITMENT organization oriented Paul Hornung Perceiving personal relationships personality types Power Point practical preferences PRELIMINARIES private space problems product or service proposal prospects and clients questions and listening Rackham's SPIN sales call sales force selling skills Selling to Type Sensing service you represent solutions strategy taking in information teaching tegic tend Thinking tion understand User