Building trust and rapport
Approach
Identifying needs, challenges and motives
Interview
Showing how your products and services fill needs
Demonstrate
Cause people to trust you and believe your claims
Validate
Understand and work through problems and concerns
Negotiate
Asking for an appropriate commitment to action
Close
Fast-paced, outgoing and values personal relationships
Talker
Forceful, tends to make quick decisions and results-oriented
Doer
Relies on facts , well-organized and detail-oriented
Controller
Attentive, friendly and easy to approach
Supporter