Did You Hear?
The experts spill their secrets for sales success
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T.J. Tedesco
Team Leader, Grow Sales Inc., Columbia, Md.
"Sell differently to each of the four main personality types:
- Drivers place a high priority on maximizing their time, so adhere strictly to stated time limits. Avoid small talk and keep your conversation focused on goal achievement.
- Relaters involve others before making a decision, so encourage them to seek opinions from their staff. Aggressive sales pitches and pressure don't work.
- Ask Socializers all about their accomplishments and endeavors. Bring stories and jokes that appeal to their friendly, backslapping side.
- Avoid small talk and stick to sound reasoning when selling to Analytics. Prepare for a factual discussion complete with numbers."
Kevin Mullaney
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Elise Hacking Carr
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Elise Hacking Carr is senior production editor for Print & Promo Marketing magazine, and managing editor for PRINTING United Journal.
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