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Modify: Fighter (Pt. 2)

Guest Post By: Dustin Hillis

Navigate: Selling the Way People Like to Buy consists of 3 sections:

  • Solidification on the behaviors of the 4 buying styles
  • Identification of the 4 buying styles
  • Modification of your natural selling style

Modification is the most important part of how to sell the way people like to buy.  The goal is to modify and adapt one’s own natural selling style to someone else’s buying style.

The Fighter

How do you modify your natural selling style in your approach, presentation and close to a Fighter’s buying behavior style?

Fighters are straight to the point, don’t-waste-my-time, “let’s go!” type of people.  When presenting a Fighter, there is a very simple technique that you can apply to help win them over.


Presenting to a Fighter

When you’re presenting to a Fighter, you need to remember this one thing:  They need to know what’s in it for them. They don’t care about all the details, nor do they want to hear about your amazing product or service. All they care about is the bottom line and how this effects them personally.

You need to literally use the words “what’s in it for you is…”.

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