STRATEGIES FOR SELLING WITH TRIBAL TYPES
Knowing Tribal Types has accounted for more closed sales and stronger relationships than I can possibly mention here. My participants regularly report successes they attribute to their identification of and adjustments for Tribal Types.
A seller from the medical device industry sent me this note:
“By identifying [that the prospect] was a Reflector, I gave more time to the investigation and asked her something I never normally ask to explore the risks of not doing something, ‘What would happen if . . . ?’ She took a few moments and responded, and then opened up about some of her concerns with what was currently going on in her facility. This openness and additional information allowed me to talk with her ...
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