If you sell or buy products, you likely fall into one of four patterns: You’re a driver, an artist, a manager or an engineer, said Robb Best of Elkay Mfg. Co. He spoke May 19-20 at the American Supply Association’s Spring Forum ’14 and Young Executives meeting in Milwaukee.
In his two-part presentation, “Neuroscience and Sales,” Best told the 129 attendees how they could use brain science to present and sell their products. Drivers, he said, want to be assertive and in control whether they are selling or buying. Artists value the visual qualities of a product over the mechanical. Managers want a sales process with very defined steps. Engineers want to know the construction and details of a product.