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The Versatile Salesperson: Selling the Way Your Customer Wants to Buy

The Versatile Salesperson: Selling the Way Your Customer Wants to Buy

Roger Wenschlag , Sharon Skeeter (Editor)

ISBN: 978-0-471-50379-8

Jul 1989

205 pages

Select type: Paperback

In Stock



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.'' The Driver: ``Show Me I Can Get Some Bottom-Line Results.'' The Expressive: ``I Like Salespeople Who Are Competent, Imaginative.'' The Amiable: ``Show Concern for Me and My Problems.'' Ask-Assertive Backup 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.