Sales Training: Selling to Feelers
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When trying to recognise preferences in individuals, one sometimes needs to take account of the preferences of the people who are significant in their lives, eg: people who are role models or, in business environments, those who do appraisals and set the standards for behaviour. It is a natural tendency to accommodate the wishes of others to a greater or lesser extent, and those with preferences for Feeling are often more attuned to others.
The characteristics you should look for to recognise Feeling preferences include:
- tends to sympathise with those in a situation
- takes a personal and subjective approach
- tends to appreciate or see the positive in situations
- feels involved as a full participant in the situation
- decides by reference to personal values
- tends to take an immediate view
- tries to find agreement during discussions
- is interested in the impact on people
- regards others’ experience and views as important
When dealing with people who have preferences for Feeling, building rapport is even more important. In addition to good listening, you could try:
- Focus on areas of agreement
- Express appreciation for the other person
- Recognise and support the other person’s values
- Take a friendly approach
- Identify who else is ‘for’ the idea
- Demonstrate the positive impact on people
- Be constructive
- Build on proposals rather than criticising others’ ideas
- Don’t fall into the trap of avoiding conflict or criticism altogether
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