Matt Ryder (speaker) states a style-agnostic philosophy for sales: the specific sales style or script matters less than understanding the buyer's journey and inserting appropriate emotional states, probing, and clarifying. He emphasizes professionalism and ethical courtesy while advocating blending the best parts of different sales styles into a standard, buyer-focused buying process.
What most people don't understand about our sales system is that it's brand or sales style agnostic. I'm a big believer that I don't care if you scream like a wookie, like on a sales call. Whatever works, works, and you should do that. Now, obviously there's an ethical guideline. You want to be polite and courteous to people and always, like, professional. But I don't care if you're using any PQ or straight line or anything in between. What it's really about is just having, like, understanding the journey the buyer has to go through and then from there inserting the correct emotional state, being able to make sure that you can transition questions and that you can probe and clarify and do that kind of stuff. And if you do that, well, it doesn't matter what style or what personality you're taking people through. Just a standard process, which is a buying process. And that is completely style agnostic. And that's what I believe in, because I just want to do things the best way. And I certainly can't say that my style is the best way, but I like to do an amalgamation of what I consider the best parts of all different styles.
