Mazda Survey Part 2

The 'what' will give you squat, the 'why' will make them buy.

Don't just ask your customers 'what' they want, ask them 'why' they want it and watch the magic happen!!!

7. Which Behavioral Style is the Best Listener?

8. The Best way to build Rapport and get an 'S' Behavior Style to open up is?

	Give compliments and be overly enthusiastic
	Tell them a little about you first and use open ended questions
	By getting straight to the point
	Ask them lots of questions about themselves

9. Which Behavior Style or Styles procrastinate the Most?

10. The 3 Conflictors are?

I & S, D & I, S & C

D & S, D & C, I & C

D & S, D & I, C & S

C & D, I & C, S & I

11. How Do You Recognise a 'D' Behavior Style?

	They will be direct and want to get straight to business
	They are usually in a hurry and moving at a fast pace
	They will come in telling you what they want
	All of the above

12. What is the best and easiest way to determine a customers Behavior Style?

	Ask them
	Methodically listen for each style, then decide
	By what they say and how they say it using the 4 Quadrant Model
	Observe their Body Language

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Quote of the Day

22 Jan 2008

"Advice is what we ask for when we already know the answer but wish we didn't" Erica Jong

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