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Adapting Sales Calls to the Customer’s Personality

Course length: 
Two hours
Topic(s): 
Sales, Marketing & Management
Course description

Salespeople will tell you they encounter all sorts of individuals and personalities from one customer to the next.  In fact, it’s not unusual to deal with different personality types at one customer!  So, what is a salesperson to do?

Understanding different personality types is critical to being a successful salesperson.  A customer’s personality influences how they evaluate alternatives and ultimately make their decision. This session will teach participants how to recognize differences in personalities.  And then, how to adapt a conversation and sales presentation to best appeal to that person’s personality.  Participants will also be able to determine their own personality style and its strengths and weaknesses.

Estimated duration: 2 hours

NOTE: This course must be scheduled with another 2-hour or longer course for a minimum training time of at least one half-day.

Instructor(s) available to teach the course: 
Jerry Peerbolte, J. Peerbolte & Associates
Cost
Chapter/Region fee (+expenses): 
$1250 plus $15/student for handout
Member company fee (+expenses): 
$1750 plus $15/student for handout
Nonmember fee (+expenses): 
Not available to nonmembers
Maximum number of students: 
No maximum
(Additional fees may apply if travel time exceeds 5 hours. Contact EASA for details.)
Condensed course alternatives
Available as a condensed course: 
No