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• "Talkative Tim." Tim is a gregarious and outgoing person, but very ego-centric. He is often late for meetings and his constant interruptions and long stories cause sales calls to go beyond the scheduled time.
Relationships are important to Talkative Tim, so invest more time in social conversation. This person often makes buying decisions on intuition and his feelings toward the salesperson. Be careful not to challenge Tim because he will feel rejected. If this happens, he will "shut down" and become unresponsive. During your sales presentation, tell him how good your solution will make him look to others in the company or how his status or image will improve.
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