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How do they think?

March 10, 2011 by Gloria Keith

SEEK TO UNDERSTAND…. for years, Salespeople have been focusing on the Personality Style of their customers. Knowing who they are and how they think allows us to communicate with them at a much higher level. Doing so results in being able to help our Customers more effectively and consequently creating more sales. The better Salespeople "read" their prospects faster which allows them to gain rapport faster. How can we read our prospects more quickly?
 
Here is your ACTION STEP… there are many ways to identify our customers' Personality Style. Here is one of the ways that has worked very well for me over the years.  Let's assume that you have a product or service to sell, here's how the four basic Personality Styles will react:
 
1. The Driver – they want to know right now… "Does it work?".
 
2. The Analytical – they want to figure it out…  "How does it work?".
 
3. The Expressive – they don't really care if it works… they just want to talk about it a lot.
 
4. The Amiable – they're just happy for you that you have something that actually works.
 
This somewhat humorous view of the four Personality Styles should give you further insight into how to better understand your customers. Get in the habit of understanding how they think, how they evaluate, and how they make decisions. Great Salespeople spend some initial time gaining rapport (not too much, mind you) and a lot more time communicating powerfully. NO Excuses.

Filed Under: Blog, Sales Training

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