“S” STYLE

Your ID, please? The “Steadiness,” or “S” behavioral style, is also people-oriented – but at a much slower pace than “I” style. The “S” person doesn’t like to be forced into making changes or quick decisions. They’re patient, loyal, and calm, making them excellent listeners and “peacekeepers” when conflict breaks out. Their focus is on cooperating with people.

You can identify these individuals by their reserved, indirect, but people-oriented approach to others. Their speech may appear softer, with an open posture. They will have relaxed, warm facial expressions and prefer a casual approach.

Sign here, please. When selling to “S” style, it’s important that you listen to them. They need to feel you understand their needs. Assure individuals that you and your organization are customer- and service-oriented. Just don’t push them into quick buying decisions. Show how you’re interested in a long-term relationship with their company, and that they can depend on you whenever necessary. The “S” style customers are more loyal to you when other vendors come knocking on their door.

“C” STYLE

Your ID, please? The “Conscientiousness,” or “C” behavioral style, is quality-focused, slow-paced, methodical, and task-oriented. They focus on details and are primarily concerned about doing things “right” or “correct way.” These individuals are analytical and frequently set higher standards for themselves than others.

You can recognize them as being reserved and more indirect than other styles. These people are formal, with a closed posture and “can’t read” facial expressions. They don’t like to express their feelings readily.

Sign here, please. When selling to “C” style, make sure you have your facts straight. You’ll need to answer analytical questions, showing references where possible. These individuals don’t need you to socialize with them – they really don’t want you to. These people want you to provide detailed information in order to make a correct buying decision. Then they will thoroughly assess your information before coming to a conclusion. Be slow-paced and formal in your approach with them – don’t become overly enthusiastic or animated. Focus instead on facts, logic, and detailed analysis.

SCHIZOS???

Although individuals have ability to behave within all four styles, they tend to use one or two most often. There is no right or wrong style. Each has its own strengths and limitations. However, there are three key steps when applying knowledge of behavioral style sot a sales situation:

1. Understand your own behavioral style in sales environment. 2. Identify prospect’s behavioral style. 3. Adapt your approach to best fit prospect’s behavioral style needs.

DO’s & DON’TS

Most salespeople tend to sell to others way they would like someone to sell to them. That’s not going to work!

“D” for Dominant

Do · Focus on “what” · Provide options · Be efficient · Focus on results

Don’t · Assume without getting an opinion · Over socialize · Emphasize unnecessary details · Waste time

“I” for Influence

Do · Focus on “who” · Provide testimonials · Be upbeat and friendly · Handle details when possible

Don’t · Emphasize technicalities of product · Be overly formal or reserved · Add to client’s workload · Leave decisions unclear

In sales it’s important to remember this rule: “Do unto others as they would have you do unto them.”

“S” for Steadiness

Do · Focus on “how” · Assure client’s buying decision · Provide excellent attention and service · Patiently listen to needs

Don’t · Rush client into quick buying decisions · Forget to regularly follow up · Have an “I don’t care” attitude · Be abrupt or fast

“C” for Conscientiousness

Do · Focus on “why” · Use a logical approach · Answer questions accurately · Provide evidence of quality

Don’t · Be overly enthusiastic or social · Be unprepared or lack product knowledge · Appear disorganized · Rush decision-making

Eight years versus 3 days. HHHmmmm !

Knowing how to tear down walls isn't same thing as knowing how to eliminate mold.

So if someone hesitates at paying these unreasonable prices, they become a motivated seller.

Opportunities are made from these problems.

Want to find these houses? Go to your bank's home loan office. Advertise in your paper. They are everywhere.

Of course, you don't want to buy just every house. You just want sick houses, not dead houses.

* Go into crawlspace and stick a screwdriver into floor joists. Are they rotted?

* Look at dry wall is it just green or is it falling apart?

* Is roof sturdy? Can you see light coming through holes in roof?

* If building isn't falling apart, you have a "diamond in rough."

* Contact a mold specialist. A Mycologist, not a contractor. They can walk you through eliminating mold, step-by-step.

* We know a family quoted $80,000 to fix a moldy home.

They solved problem for 85 cents. That house just needed some duct tape on their A/C ductwork to cover up cat scratches.

* Most repairs aren't that cheap. The average house is around $2000 to do an $80,000 repair.

Contractors also tend to spray chemicals that are more dangerous than mold. They will often say something like this - "Its EPA approved."

My old EPA law instructor said that EPA approval just means that it won't kill MOST people.

A Mycologist will use something that kills mold but won't hurt homeowner. Mycologists are aware of effect of these chemicals on people.

It is a matter of focus. Are you focused on house [an inanimate object] or are you focused on people?

If you can buy a house worth $100,000 for $30,000 and fix it up for $2,000 there is $68,000 profit. Rent house or sell it for a profit. They find another moldy home and do same thing again and again.

For 30 years, Dr Graham has been helping people treat and prevent disease by showing them how to live in a clean environment.