The Power of behavioural alignment
Working with a number of organisations, sales professionals with a focus on selling to the different behavioural styles that are all within the DMU (Decision making unit). This follows the old adage “People buy from people….. they like and can communicate with”.
The approach is based on a neuroscience-based specifically designed to identify the behavioural preferences that directly relate to relationships.
The impact has been better alignment of selling styles, increased relationships and more business closed, one sales professional leveraged the behavioural style with the key decision maker to close an opportunity of £3million.
The softer skills are required evermore in a more challenging and complex environment! what impact could this have to your business / sales opportunities?