Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls

Master Behavior and Learning Styles

Try this approach with one of your sales prospects:

1. Referring to Kolb’s learning behaviors, describe your personal learning style. Remember that you probably have a combination of styles.

2. For one of your current sales prospects, ideally the same person for whom you assessed behavior styles in the earlier exercise, use whatever information or clues you have to formulate an opinion about that person’s learning style.

3. Using what you have learned from the discussions of behavior and learning style in this chapter, identify shared and unique traits for you and your prospect that you should keep in mind in approaching this prospect.

Use the Prospect Psychology Template in Appendix B.

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