Author Jason DeAmato considers behavioral and social intelligence key to sales success. In this webcast, he presents a model for categorizing buyers into one of four social styles: analytical, driving, amiable, and expressive. These styles, according to DeAmato, dictate how each individual person acts, thinks, and makes decisions.
DeAmato shows how helping salespeople identify and adapt sales messaging to these styles, managers can improve their teams' customer relationships, win rates, and productivity. He focuses on how managers can strengthen coaching skills to help salespeople:
- Quickly read and react to buyers' signals
- Negotiate and close more effectively
- Increase team productivity and win rates
