The Navigate Behavior Styles

While it may be no surprise that “Selling the way people like to buy” gives you the best chance to serve your customers and clients, knowing “how those people like to buy” is another story.

The Navigate system is built to help you understand the people around you, so that you can connect with your prospects in a deep and meaningful way during the sales cycle. Our years of research have found that people tend to fall into one of four dominant behavior styles: Fighters, Entertainers, Detectives, and Counselors.

As a Navigator it is important to understand these behavioral styles and be able to identify first your own style and then your prospects.

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  • Fighters are cut-to-the-chase, bottom-line drivers with little time and less patience. They are motivated by results, and it’s important to them to be in control.
  • Entertainers are social butterflies and enthusiastic extroverts. They love people, possibilities, and rapport—and they care more about emotions than facts.
  • Detectives are practical analysts. They are always on the hunt for details, and unlike Entertainers, they rank the value of facts over emotions every time.
  • Counselors are “steady Eddies.” Laid-back diplomats, they have the interest of the team at heart. They love security and consistency, and they make decisions by consensus.

These people probably sound familiar. You’ve met them all before in some shape or form, and a few of them have most likely driven you up the wall in the past. But when you begin to sell to the four behavior styles the way they like to buy, that paradigm of frustration changes fast.

All you have to do is learn to Navigate. Want to learn more?

 

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