This is Robert Bloom the author of “The New Expert’ an former CEO of Publicis Worldwide.
The Four Styles of Selling
Hello Followers,
This is Annette. Today, I was watching BNET’s The Live One with host Priya David Clemens online as she was interviewing her guest Robert Bloom who is the author of the book ‘ The New Expert’. Bloom noted that the consumer is smarter today because of the Internet and the social media networks. Since the consumer is smarter and more knowledgeable than the seller, the sellers need to be on top of his or her game. Bloom’s advice to sellers is that the consumer today can use technology to research information and that the smart phone brand is one of the tools that the consumer uses to scan the Qr code (Quick Response code). He gave an example from his own book. On the back of his book is a Qr code where the consumer could scan by a Smart phone and go directly to his book’s web site and gather information on whether they want to purchase the product or decline the sale. Another interesting point from Bloom is that “customer loyalty is dead”. He strongly advises sellers to listen with their ears and less talking with their mouths to the consumer. Bloom states that the seller should only sell the consumer what he or she prefers and not what the seller believes the consumer wants.
Our text book mentions that there are four types of selling methods that sellers are trained to use to seal a purchase but the seller should adapt to Style flexing. Style flexing is the deliberate attempt to adapt one’s communication style to accommodate the needs of the other person. (Selling today 12 ed.) if the seller is unable to read the consumer emotions, then the sale could be killed. Bloom reinforces chapter four in his interview by stating that the seller must step-up his/her game and apply the four communication styles. The emotive style, directive style, reflective style and supportive style to achieve their desire goals.
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