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Psychology of Buyers

Intro to Social Styles

7 min
Average Score

Matt Doyon

Chief Executive Officer @ Triple Session

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In the competitive world of sales, having the right salespeople with the necessary skills is vital for success. One key aspect that distinguishes exceptional salespeople is their understanding and application of Social Styles. In this article, we delve into the significance of Social Styles and explore how they contribute to hiring the best salespeople.

What are Social Styles?

Social Styles is a behavioral model that categorizes individuals based on their preferred ways of interacting and communicating with others. By understanding Social Styles, salespeople can adapt their approach to better connect with prospects and clients, ultimately improving their sales performance.

The Quadrants of Orientations

Social Styles classifies individuals into four quadrants of orientations, namely Task, People, Ask, and Tell. Each quadrant represents different communication preferences and behaviors.

Task-Oriented: Individuals in this quadrant prioritize results, efficiency, and getting things done. They value direct communication and focus on the task at hand.

People-Oriented: People-oriented individuals prioritize relationships, collaboration, and team dynamics. They emphasize empathy and understanding in their interactions.

Ask-Oriented: Individuals in this quadrant prefer to gather information and seek input from others before making decisions. They value opinions and feedback.

Tell-Oriented: Tell-oriented individuals are assertive and direct in their communication style. They prefer to take charge and make decisions.

The Profiles

Social Styles also divides individuals into four profiles, each characterized by specific behavioral traits:

Analyticals: Analyticals are detail-oriented, logical, and data-driven. They prefer facts and figures and take a cautious approach to decision-making.

Drivers: Drivers are assertive, results-focused, and determined. They thrive on challenges and take charge to achieve their goals.

Expressives: Expressives are outgoing, enthusiastic, and charismatic. They excel at building relationships and enjoy being in the spotlight.

Amiables: Amiables are warm, supportive, and empathetic. They prioritize harmonious relationships and seek consensus.

The Impact on Salespeople Skills

Understanding Social Styles and the different profiles can significantly enhance salespeople's effectiveness in various ways:

1. Improved Communication: Salespeople who recognize the Social Styles of their prospects can tailor their communication approach to resonate better with them. This fosters stronger connections and rapport, facilitating smoother sales interactions.

2. Increased Adaptability: Being proficient in Social Styles enables salespeople to adapt their selling techniques based on the preferences of their prospects. This flexibility enhances their ability to meet individual needs and preferences.

3. Enhanced Negotiation: Social Styles proficiency equips salespeople to navigate negotiations more effectively. By understanding the preferred communication style of the other party, salespeople can present their proposals in a manner that aligns with their prospect's preferences.

4. Building Trust: By demonstrating an understanding of their prospect's Social Style, salespeople can build trust and credibility. This trust is essential for fostering long-term client relationships.

5. Conflict Resolution: Social Styles awareness helps salespeople handle conflicts more tactfully. They can adjust their communication to address the concerns and preferences of all parties involved.

For a more comprehensive understanding of Social Styles and how they impact salespeople skills, watch this session. Discover how Social Styles can empower salespeople to connect better with prospects, adapt their approach, and excel in negotiations. By mastering Social Styles, you can enhance your sales performance and become a top-performing sales professional.

Understanding and applying Social Styles is an essential skill for salespeople aiming to excel in their roles. By recognizing the different quadrants of orientations and profiles, salespeople can adapt their communication and approach to better connect with prospects and clients. This adaptability fosters stronger relationships, trust, and ultimately drives sales success. So, why wait? Watch this session and unlock the power of Social Styles to become the best salesperson you can be.

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