•High S buyers will usually have pictures on the office wall – not only of themselves, but also of spouse, children and possessions like house, boat, etc.
•They will most likely have a name plate on the door or desk, or both.
•Although they appear easy-going and personable, they are very security conscious and possessive, so be careful what you touch.
•They resist sudden change.
•They like proven, traditional concepts.
•They will be sincere, open, amiable, and relationship-oriented, after an initial shyness.
•They need to be able to trust you.
•You can’t judge a book by its cover: dress will be varied, ranging from frumpy to high style.
The High S’s Expectations
•High S buyers expect you to take time to develop the relationship – to be willing to build a personal as well as a business relationship.
•They want to make fairly slow, deliberate progress.
•They expect you to present the benefits of your product or service in terms of why it is the best solution to their problem.
•They want guarantees and assurances, since they are not assertive risk takers.
•They make decisions cautiously, and they want others to affirm those decisions.