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RECRUITING AND SELLING
THE DRIVER
Approaching the "Driver"
Approach them with
professionalism and respect. Always be on time. Keep
your relationship formal and businesslike. Sit on the
edge of the chair with good posture. Give an appearance that
you are always in a hurry. Be direct, to point and
bottom line oriented.
Initially the "Driver" is not interested in
a close personal relationship. Avoid selling your
relationship as a means of winning their support. They
want to know how your product or service will help their
bottom line. Your opinions, feelings, and emotions are
of little interest to them unless they are supported
with logic and facts.
Avoid being cute or humorous.
Avoid being overly emotional or expressive. Limit hand
and body movements. Support their goals objectives. If
they are unrealistic, suggest realistic alternatives.
Persuading and Selling
the "Driver"
Ask questions to allow them
to discover things on their own. “What, Which, or How”
are helpful in allowing to analyze their own position.
Remember that they respect and respond to sound logic.
Focus on what needs be done to reach the desired goal.
When there is disagreement give supporting facts and
figures, but do not go overboard with details and
trivia. Provide alternatives and probabilities of
success.
They respect mental discipline more than
popularity. They have no time for pleasantries or
trivialities. Make your point as quickly and efficiently
possible. Watch gestures and eye contact to determine if
your point has been made and then proceed to your next
point.
Give recognition to their ideas, self-discipline,
efficiency and independence. They respect others who are
efficient and time disciplined. Be sure your
presentation is well organized and to the point. Focus
on time, money, and productivity benefits. Be precise.
Do not exaggerate benefits. They do not trust others
easily. Your personal assurances and guarantees are
meaningless. Results are what count. Everything must be
in writing. Proposals should be brief and to the point.
Closing the "Driver"
Help them to accept your
idea by allowing them to make the decision. They do not
like high-pressure closes and will resist "strong arm"
attempts to force a decision. Maintain good eye contact
and appear confident. Use techniques that show the pros
outweighing the cons or the best and most logical
alternative.
They want to make the decision and have the
sense of urgency to do it - but it must be on their own
terms. Provide the facts and data that allow them no
other objective choice.
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