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Selling to Personality Types

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Excellent presentation to help people sell to personality types. Add an edge to your sales success.

Selling to Personality Types

  1. 1. Customer’s Personality Styles Identify Personalities and Use Them To YOUR Advantage
  2. 2. Overview <ul><li>Have you ever heard that “opposites attract”? Although this may be true in certain types of relationships, it tends not to be in sales scenarios. </li></ul><ul><li>What we would like to be able to do is identify a customer’s personality type and be able to sell our services using the customer’s personality to OUR advantage. </li></ul>
  3. 3. There are 4 personality types: <ul><li>Socializers - aka “Speakers” </li></ul><ul><li>Relaters - aka “Listeners” </li></ul><ul><li>Analytics - aka “Thinkers” </li></ul><ul><li>Directors - aka “Doers” </li></ul>
  4. 4. Socializers <ul><li>Ambitious </li></ul><ul><li>Stimulating </li></ul><ul><li>Enthusiastic </li></ul><ul><li>Dramatic </li></ul><ul><li>Friendly </li></ul><ul><li>Spontaneous </li></ul>Socializers Expressive Restrained Compliant Assertive
  5. 5. Socializers: Positives <ul><li>Easy to establish rapport: They want to be your friend BEFORE they do business. </li></ul><ul><li>They love a good debate, as long as you don’t dominate it. </li></ul><ul><li>Thrive on involvement with people and they love an audience. </li></ul><ul><li>Focused on the PROCESS. </li></ul>
  6. 6. Socializers: Challenges <ul><li>Impatient: They tend to bore easily. </li></ul><ul><li>Detaches or moves away from a situation to avoid loss of self-esteem. </li></ul><ul><li>Digression: They rather hear about your brother-in-law’s surgery than discuss the business at hand. </li></ul><ul><li>Verbalizes judgmental feelings. </li></ul>
  7. 7. Socializers: Examples <ul><li>Politicians </li></ul><ul><li>Actors/Actresses </li></ul><ul><li>Trial Attorneys </li></ul><ul><li>Talk Show Hosts </li></ul><ul><li>Cruise Directors </li></ul><ul><li>Comedians </li></ul>
  8. 8. Famous Socializers <ul><li>Oprah Winfrey </li></ul><ul><li>Johnnie Cochran </li></ul><ul><li>Zig Zigler </li></ul><ul><li>Joan Rivers </li></ul><ul><li>Bill Clinton </li></ul><ul><li>David Lee Roth </li></ul>
  9. 9. Socializers: Tactics <ul><li>Build a good rapport, but don’t visit! </li></ul><ul><li>Use the customer’s name often. </li></ul><ul><li>Emphasize the word “special”. </li></ul><ul><li>Agree with them as much as possible - avoid arguing. </li></ul><ul><li>Sell not only to them, but to their family as well. </li></ul>
  10. 10. Relaters <ul><li>Supportive </li></ul><ul><li>Respectful </li></ul><ul><li>Willing </li></ul><ul><li>Dependable </li></ul><ul><li>Agreeable </li></ul>Relaters Assertive Compliant Expressive Restrained
  11. 11. Relaters: Positives <ul><li>Very friendly: They tend to get along with EVERYBODY. </li></ul><ul><li>Rapport building is EASY. They love to bond with people. </li></ul><ul><li>Tendency to agree with you - they stay away from confrontation. </li></ul><ul><li>Focused on the RELATIONSHIP. </li></ul>
  12. 12. Relaters: Challenges <ul><li>Wishy-washy: They sometimes cannot make up their mind. </li></ul><ul><li>Dependent: Must get approval from other people. </li></ul><ul><li>Overly-Sensitive: Their feelings can be hurt easily. </li></ul><ul><li>Procrastinators. </li></ul>
  13. 13. Relaters: Examples <ul><li>Clergy </li></ul><ul><li>Teachers </li></ul><ul><li>Counselors </li></ul><ul><li>Psychologists </li></ul><ul><li>Caregivers </li></ul>
  14. 14. Famous Relaters <ul><li>Pope John Paul II </li></ul><ul><li>Edith from “All In The Family” </li></ul><ul><li>Mr. Rogers </li></ul><ul><li>Montel Williams </li></ul><ul><li>Mother Teresa </li></ul>
  15. 15. Relaters: Tactics <ul><li>Use empathy! </li></ul><ul><li>Always reassure them that their decision is the RIGHT decision. </li></ul><ul><li>Be VERY patient. </li></ul><ul><li>Once they commit to the sale, don’t waste time. </li></ul><ul><li>Keep a soft and comforting tonality. </li></ul>
  16. 16. Analytics <ul><li>Industrious </li></ul><ul><li>Persistent </li></ul><ul><li>Serious </li></ul><ul><li>Exacting </li></ul><ul><li>Orderly </li></ul><ul><li>Perfectionists </li></ul>Analytics Expressive Restrained Assertive Compliant
  17. 17. Analytics: Positives <ul><li>Dependable: They will follow through with what your agree on. </li></ul><ul><li>Organized: When you give them details, they will analyze and follow them exactly. </li></ul><ul><li>Independent: They can do things alone. </li></ul><ul><li>They rarely miss a deadline. </li></ul><ul><li>Focused on the DETAILS. </li></ul>
  18. 18. Analytics: Challenges <ul><li>Indecisive. They must have ALL the facts before they make a decision. </li></ul><ul><li>Stuffy at times: Hard to establish rapport. </li></ul><ul><li>Logic sells: Emotion does not. </li></ul><ul><li>Picky: They become irritated easily with glitches. </li></ul><ul><li>Serious: Humor usually doesn’t work. </li></ul>
  19. 19. Analytics: Examples <ul><li>College Professors </li></ul><ul><li>Doctors </li></ul><ul><li>Engineers </li></ul><ul><li>Architects </li></ul><ul><li>Accountants </li></ul><ul><li>Parallegals </li></ul>
  20. 20. Famous Analytics <ul><li>Spock from Star Trek </li></ul><ul><li>Sherlock Holmes </li></ul><ul><li>Sergeant Friday from Dragnet </li></ul><ul><li>Albert Einstein </li></ul><ul><li>Frank Lloyd Wright </li></ul><ul><li>Sigmund Freud </li></ul>
  21. 21. Analytics: Tactics <ul><li>SLOW DOWN! They like to write down everything and make sure they have all the information. </li></ul><ul><li>Don’t be afraid to give them all of the data they want. The more the better. </li></ul><ul><li>Be very precise with all of your information. </li></ul>
  22. 22. Directors <ul><li>Strong willed. </li></ul><ul><li>Independent </li></ul><ul><li>Practical </li></ul><ul><li>Decisive </li></ul><ul><li>Efficient </li></ul><ul><li>High Achievers </li></ul>Directors
  23. 23. Directors: Positives <ul><li>Quick to respond - no need to guess with these people. </li></ul><ul><li>A scripted presentation will greatly increase your chance of selling premium services. </li></ul><ul><li>Directors truly appreciate professionalism. </li></ul><ul><li>They accept challenges easily. </li></ul>
  24. 24. Directors: Challenges <ul><li>Inflexible: “This is NOT Burger King…” </li></ul><ul><li>Impatient: “Just the facts…” </li></ul><ul><li>Tend to be non-empathetic: Intolerant of feelings and inadequacies. </li></ul><ul><li>Poor listening habits: In one ear and out the other. </li></ul><ul><li>Never seem to relax: Everything is competition. </li></ul>
  25. 25. Directors: Examples <ul><li>Military Officers </li></ul><ul><li>CEOs </li></ul><ul><li>Police Officers </li></ul><ul><li>Stock Brokers </li></ul><ul><li>News Reporters </li></ul>
  26. 26. Famous Directors <ul><li>Bryant Gumbel </li></ul><ul><li>Captain Kirk or Picard from Star Trek </li></ul><ul><li>Dirty Harry </li></ul><ul><li>Bill Gates </li></ul><ul><li>Barbara Walters </li></ul><ul><li>Norman Schwarzkopf </li></ul><ul><li>Colin Powell </li></ul>
  27. 27. Directors: Tactics <ul><li>Establish rapport quickly, but don’t try to become friends. </li></ul><ul><li>Keep your presentation moving steadily. </li></ul><ul><li>When you close and get a commitment, GO! </li></ul><ul><li>Always use the proper title and last name. </li></ul>
  28. 28. Conclusion <ul><li>Tailor your presentations to coincide with your customer’s personality. </li></ul><ul><li>Let the customer’s personality work to your advantage, not theirs. This leads to: </li></ul>

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