It was a rough day in the office today. It seemed like every client I encountered had a totally different personality. Thankfully, I have taken the time to study psychology and prepare myself for days like this. If I hadn’t understood the various personality styles I was dealing with, my day would have certainly ended in a disaster. Instead, I made record sales! Understanding the different temperaments your clients and prospects might possess is vital to knowing how to deal with each unique situation and, ultimately, will lead to increased sales. When you truly appreciate who your client is and what makes them tick, you can tweak your presentation to meet their expectations—and that will result in more sales. So, what types of prospects and clients are you dealing with? Do you know? Here is a rundown of the most common personality styles you will likely come across:
The Social Client
This social butterfly is ruled by their attraction to others. They want everyone to like them and will go out of their way to make the people around them happy. Use this penchant to your advantage; whether by angling your presentation to pleasing their family or by showing your own pleasure at their decision to buy.
The Selfish Client
This client looks to see how the purchase will benefit them. Find one or more ways to relate the purchase to something good in their life (e.g., a secure retirement, better health coverage, greater interest rate earned, etc.) and you will have the selfish client right where you want them.
The Acquisitive Client
This person always looks for the best deal, and if they don’t think they’re getting it, they will walk away. Whenever possible throw in some sort of extra incentive to win over acquisitive buyer.
The Cautious Client
The cautious client requires a gentler approach to the sale. They can be so overly cautious that they actually miss out on great opportunities. Avoid using the now or never tactic them. Instead, give these clients time to mull over their decision and you will gain a level of trust that equals a sale.
The Show-Off Client
Show-offs like to acquire things that will make them stand out among the crowd. Find a way to cater to this need to show off and you’ll get the sale every time.
Consider your current client base and even the prospects with whom who haven’t been able to close a sale. Where do they fall in regard to these personality traits? Use this new knowledge to tweak your sales pitch for each individual’s personality style, and watch your sales grow! You, too, can turn what would usually be a disastrous day into one of record sales.
Submitted by: Dennis M. Postema, President & CEO of Postema Marketing Group, LLC
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