Do not confuse by presenting too many obtions or choices.
Get a definnite commitment. Be sure the Expressive understands the decision to purchase
Save the detail until after you have a firm buying decision. The expressive believes it is the salesperson’s job to handle details.
In handling objections:
Describe what other have done to get over that hurdle;
Respond to the Expressive’s enthusiasm for his/her goal;
Deal with how the recommendation meets with this buyer’s obtion; and
Restate benefits that focus on the satisfaction a buying decistion will bring