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Wayne becomes highly excited about what influences him. He usually displays this emotion when he is attempting to influence people. He is optimistic about his great ability to influence people to buy his products or services. He maintains a high trust level; that is, he trusts that people will make good on their promises. He prefers to sell a new client on himself first rather than his product or service. This reflects his natural approach. When he buys, he also prefers to be sold in this manner. Socially and verbally aggressive, he loves to meet strangers and begin conversations. This is a great attribute when new territory is opened, or new accounts are dictated by business conditions. Being optimistic and enthusiastic, he is good at generating enthusiasm in others. Sometimes his enthusiasm is what sells his products or services, but sometimes other buyers may be offended. He may be seen as somewhat impulsive. He likes new products and often is the first in his neighborhood to buy the latest things.
Wayne may not always listen to what his prospects are saying. His desire to verbalize and control the presentation often hinder his ability to listen. He may also be guilty of interrupting the prospect to get his point across. He experiences difficulty in telling a prospect that he doesn't have the answer to the prospect's objections. His natural sales style attempts to answer the objections even if he lacks the proper data to do so. He would rather take the risk than admit failure. He may processd too fast with his presentation for some buyers. He gets carried away with his emotions and tends to let the emotion control the pace of the presentation. He depends on his prospects to trust his judgement in recommending his preducts or services. Not all prospects are as trusting and some will want facts and data to support his judgement. His presentation may not be logical enough for some buyers. He has good intentions, but may become excited and jump around in the presentation. This may cause buyers to ask questions or raise objections to support the need fot a logical presentation. He may use humor in his presentation, which may help or hinder, based on the style of the buyer. Excessive humor may cause him to ramble and not provide sufficient time for the presentation.
Wayne may promise more than he can deliver to close a sale. He does intend to deliver what he says, but he has difficulty finding the time to provide what he promises. His optimism makes him believe he can deliver. He would rather make a social visit instead of a service visit. The social visit meets his need to be friendly and outgoing, while the service visit requires special effort if customers don't buy more products or services. He will promice more service thatn he can deliver, especially if he must provide the service himself. He needs the help of a support staff to provide the follow-up service so he can focus on new opportunities. He can be seen as a good closer. However, he may postpone the close until giving the complete sales pitch. Observers have actually seen him sell the product and then buy it back. He should guard against excessive talking and close at the appropriate time. Wayne may be positive and direct with his closes. He will be friendly and persistent as he attempts to close the sale. If given the choice, he would prefer to sell a new account instead of servicing an old account. This is especially true if the old account has little potential or requires sufficient facts and data to support their purchase decisions.