{"id":259,"date":"2022-02-02T17:40:13","date_gmt":"2022-02-02T22:40:13","guid":{"rendered":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/?post_type=chapter&#038;p=259"},"modified":"2022-02-02T17:40:13","modified_gmt":"2022-02-02T22:40:13","slug":"key-takeaways-3","status":"publish","type":"chapter","link":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/chapter\/key-takeaways-3\/","title":{"raw":"Key Takeaways","rendered":"Key Takeaways"},"content":{"raw":"<ul>\r\n \t<li><strong>Consultative<\/strong>\u00a0<strong>selling\u00a0<\/strong>is the process by which you get to know a customer personally, understand their needs, and put their needs first in the relationship.<\/li>\r\n \t<li><strong>Relationships<\/strong>\u00a0are vital to success in most selling situations. When you understand what the customer wants and needs, you can provide solutions to help your customer meet their goals.<\/li>\r\n \t<li><strong>Lifetime<\/strong>\u00a0<strong>value\u00a0<\/strong>is a term that refers to the amount of business that you do with a single customer over the course of the relationship. When you have a long-term view of your relationships with customers, you have an opportunity to realize even greater success.<\/li>\r\n \t<li><strong>R-commerce<\/strong>, or establishing and developing relationships with customers, focuses on the \u201clittle things\u201d you can do to take advantage of opportunities and set yourself apart.<\/li>\r\n \t<li><strong>Trust<\/strong>\u00a0is the cornerstone of every relationship. If you do not have trust, you do not have a relationship.<\/li>\r\n \t<li>A solid relationship is essential especially when delivering bad news. Always be honest and timely with your customer. They will respect and trust you for it.<\/li>\r\n \t<li>Networking is the art of building mutually beneficially relationships, and is an indispensable tool.<\/li>\r\n \t<li>Adaptive selling occurs when you adapt and customize your selling style based on the behavior of the customer.<\/li>\r\n \t<li>The\u00a0<strong>social style matrix\u00a0<\/strong>is based on patterns of communication that characterize communication behavior based on two dimensions: assertiveness and responsiveness.<\/li>\r\n \t<li><strong>Analyticals<\/strong>\u00a0focus on facts, details, and analysis to decide but are reserved in their interactions with people. They want to know the \u201chow.\u201d<\/li>\r\n \t<li><strong>Drivers<\/strong>\u00a0are similar to\u00a0<em>analyticals\u00a0<\/em>in that they like facts, but only the ones that will quickly help them achieve their goals. They are people who are in a hurry and do not really care about personal relationships, except as a means to their goal. They want to know the \u201cwhat.\u201d<\/li>\r\n \t<li><strong>Amiables<\/strong>\u00a0focus on personal relationships in their communication style. They like to agree with everyone and focus on team building. They want to know the \u201cwhy.\u201d<\/li>\r\n \t<li><strong>Expressives<\/strong>\u00a0enjoy building relationships, but do not like focusing on day-to-day details; they like to paint a vision and inspire everyone to follow it. They like to focus on the \u201cwho.\u201d<\/li>\r\n \t<li>Most people use a combination of styles, depending on the situation.<\/li>\r\n<\/ul>","rendered":"<ul>\n<li><strong>Consultative<\/strong>\u00a0<strong>selling\u00a0<\/strong>is the process by which you get to know a customer personally, understand their needs, and put their needs first in the relationship.<\/li>\n<li><strong>Relationships<\/strong>\u00a0are vital to success in most selling situations. When you understand what the customer wants and needs, you can provide solutions to help your customer meet their goals.<\/li>\n<li><strong>Lifetime<\/strong>\u00a0<strong>value\u00a0<\/strong>is a term that refers to the amount of business that you do with a single customer over the course of the relationship. When you have a long-term view of your relationships with customers, you have an opportunity to realize even greater success.<\/li>\n<li><strong>R-commerce<\/strong>, or establishing and developing relationships with customers, focuses on the \u201clittle things\u201d you can do to take advantage of opportunities and set yourself apart.<\/li>\n<li><strong>Trust<\/strong>\u00a0is the cornerstone of every relationship. If you do not have trust, you do not have a relationship.<\/li>\n<li>A solid relationship is essential especially when delivering bad news. Always be honest and timely with your customer. They will respect and trust you for it.<\/li>\n<li>Networking is the art of building mutually beneficially relationships, and is an indispensable tool.<\/li>\n<li>Adaptive selling occurs when you adapt and customize your selling style based on the behavior of the customer.<\/li>\n<li>The\u00a0<strong>social style matrix\u00a0<\/strong>is based on patterns of communication that characterize communication behavior based on two dimensions: assertiveness and responsiveness.<\/li>\n<li><strong>Analyticals<\/strong>\u00a0focus on facts, details, and analysis to decide but are reserved in their interactions with people. They want to know the \u201chow.\u201d<\/li>\n<li><strong>Drivers<\/strong>\u00a0are similar to\u00a0<em>analyticals\u00a0<\/em>in that they like facts, but only the ones that will quickly help them achieve their goals. They are people who are in a hurry and do not really care about personal relationships, except as a means to their goal. They want to know the \u201cwhat.\u201d<\/li>\n<li><strong>Amiables<\/strong>\u00a0focus on personal relationships in their communication style. They like to agree with everyone and focus on team building. They want to know the \u201cwhy.\u201d<\/li>\n<li><strong>Expressives<\/strong>\u00a0enjoy building relationships, but do not like focusing on day-to-day details; they like to paint a vision and inspire everyone to follow it. They like to focus on the \u201cwho.\u201d<\/li>\n<li>Most people use a combination of styles, depending on the situation.<\/li>\n<\/ul>\n","protected":false},"author":284,"menu_order":6,"template":"","meta":{"pb_show_title":"on","pb_short_title":"","pb_subtitle":"","pb_authors":[],"pb_section_license":""},"chapter-type":[49],"contributor":[],"license":[],"class_list":["post-259","chapter","type-chapter","status-publish","hentry","chapter-type-numberless"],"part":174,"_links":{"self":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/259","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters"}],"about":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/types\/chapter"}],"author":[{"embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/users\/284"}],"version-history":[{"count":1,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/259\/revisions"}],"predecessor-version":[{"id":260,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/259\/revisions\/260"}],"part":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/parts\/174"}],"metadata":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/259\/metadata\/"}],"wp:attachment":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/media?parent=259"}],"wp:term":[{"taxonomy":"chapter-type","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapter-type?post=259"},{"taxonomy":"contributor","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/contributor?post=259"},{"taxonomy":"license","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/license?post=259"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}