How to Increase Your Sales when Selling to Different Personalities

Selling to Different Personalities

We all havecustomers whoseem difficult to sell to.

Some are demanding

Others never seem to make a decision

Some just love to hear themselves talk

The reason it’s difficult to sell to some people

The reason it’s difficult to sell to some people is because you have different

these differences mean

you don’t naturallyconnect with each other

When youdon’tconnect

mutualit’s more difficult to reach a agreement

because youcommunicate differently

for example…

If you like lots of detail

tooyou may give your customer much information

But if your prospect does NOT like detail …

They will quickly tune you out.

If you like to get right to the point

If you like to get right to the point and make decisions quickly

but your prospect likes tothink about every decision

You probably won’t close the sale

Thekey?

adapt your approachto match other person’s style

In theory,the concept is simple

The practical application is much more challenging

You need to consider your approach BEFORE your meeting

This means…

you need to know the natural style of your customer

There are 4 personality styles

TheDriver

direct,Drivers areassertive and to the point

TheExpressive orInfluencer

Expressives LOVE to talk

usually about themselves

The Amiable

These people are great team players

Andwillconsiderothers in thedecision-makingprocess

TheAnalytica l

AnAnalyticalperson needs LOTS of information before they will decide.

Adapt your style to more closelymatch your customer/prospect’s

and you will betterconnect with them

which means…

you willclose more sales .

Get practical sales advice at www.Fearless-Selling.caIf you enjoyed this presentation please add your comment and link toit on Twitter, LinkedIn, Facebook, MySpace, etc. Kelley Robertson www.Fearless-Selling.ca Twitter: @FearlessSelling

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How to Increase Your Sales when Selling to Different Personalities

by Kelley Robertson on Mar 16, 2010

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How to Increase Your Sales when Selling to Different Personalities — Presentation Transcript