People-Centered

• People-centered leadership styles value relationships with others and prefer to not be pressured. Selling to a people-centered leadership style requires that the salesperson gets to know the prospect and take time to establish a cordial working atmosphere. Getting close involves building trust and respect, and there can be no pressure to buy. When a friendly, nonthreatening style is used you can expect success and continued sales. People-centered leaders like to do business with people they have come to know and trust.
  
  

Results-Driven

• It is all about the bottom line for results-driven leaders. Leaders who prefer to use this style desire action and activity and like to see goals achieved and profits rise. Selling to a results-driven leader involves getting directly to the point and selling by providing facts and documentation. Results-driven leaders prefer speed and salespersons who do not bore them with statistics and glossy marketing materials. To be successful in selling to results-driven leaders, show how your product or service will produce results and then ask for the sale.
  
  

Logic-Based

• Logic-based leadership styles prefer detailed and thorough analysis and plenty of time in order to make a buying decision. Selling to this style requires the salesperson to provide plenty of documentation and proof in order to close the sale. The logic-based style needs proof and assurance that they are making the proper decision and must feel very comfortable in order to buy. Testimonials from previous users are very helpful when selling to a logic-based individual.
  
  

Idea-Focused

• Action and energy define the idea-focused leadership style. Individuals who prefer this style like to see many different options and like a salesperson who has style and flair. Well-designed presentations, including the latest technology and support materials, are appreciated by idea-focused leaders. This style enjoys listening and participating in the sales call but has difficulty in making a decision. Stressing the uniqueness of your product or service is very helpful in making the sale, as idea-focused leaders like to be innovative and the first to try a new approach.