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Adapt approach to buyer's style from "summary" of SPIN® -Selling by Neil Rackham
It is crucial to tailor your sales approach to the unique style of each buyer. This means understanding how they prefer to communicate, gather information, and make decisions. By adapting your approach to align with their preferences, you can establish a stronger connection and increase the likelihood of a successful sale. In order to effectively adapt your approach, you must first observe and assess the buyer's style. Pay attention to their communication style - are they detail-oriented or more big-picture focused? Do they prefer to ask questions or listen quietly? Understanding these nuances will allow you to tailor your communication style accordi...
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