Selling to the High Influence Behavioral Style
Clues:
- Tone of Voice: Are they lively? Take very few pauses? Are they enthusiastic and fairly loud?
- Conversation: Do they talks about themselves frequently? Do they tell long stories? Does this person seem excited and interested in others? Are they verbose?
If you can answer yes to these questions, the person you are communicating with probably has High Influence behavioral tendencies as part of their primary style.
How They Communicate: Enthusiastic, Self-promoting, Sociable
What They Wants: Involvement with other people, To be liked, Recognition
What They Fear: Rejection, Loss of approval
Information They Need to Make a Decision: Who is using the product/service, What they say about it
How to sell or provide service to them: Stress the appeal to people, Offer special, immediate, and extra incentives for their willingness to take risks, Be fun and friendly
Words to use: Exciting, innovative, fun, I feel, I’ll be there to support you
