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Smarter Selling: Next generation sales strategies to meet your buyer’s needs – every time by David Lambert, Keith Dugdale

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4.4. Personal preferences

Match for rapport and mis-match for action.

As we mentioned in the previous chapter, the I Owe U salesperson constantly strives to build a partner relationship. Once you have that relationship then your need to adapt the way you behave to a given individual is reduced. In the interim, however, it is your ability to adapt your behaviour that can be the single most important influence on whether you are able to build rapport and develop trust.

In Chapter 2 you looked at the way you behave (using the Octagon™ to assess your behaviour) and the way you come across to others. That is invaluable information but it is only half of the equation. Here we consider the buyer’s behavioural preferences and the implications that has ...

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