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

Now Behave

1. Based on the descriptions and the chart on the foregoing pages, make an educated guess about your most prominent behavior style in the following chart. Appendix A lets you make an assessment of the shared traits and behaviors you have with your prospects. Pay close attention to what you share and to where your traits and behaviors diverge.

Your Behavior Style

2. For one of your current sales prospects, make your best assessment of his or her behavior style on the basis of what you have been able to learn about the person from public sources or personal association. Total the results here.

Prospect Behavior Style

Symbol Total Dominant ...