PMG Power Blog: Size up Your Client’s Character

Seriously, how important is your client’s character? Are you aware of the implications it has on your ability to successfully close a sale with them?
 
In the world of psychological sales, such as what you deal with every day in your business, it can have a tremendous impact on whether or not they buy. It can also lead you in your strategy to convince a prospect to make the purchase.
 
So, what are some of the most common character traits to look for in your prospects and clients? According to behavioral psychologists, they are:

• Argumentativeness
  Some people live for a good fight. Argumentative buyers find it fun to dispute everything you say, trying to stir up your emotions and getting you to fight back. Don’t take this type of buyer too seriously or you will become very frustrated. Instead, use this psychological trait to your advantage by giving them a chance to fight, but letting them win. Once they see you yield to their point of view, they’ll be more willing to listen to your pitch.

• Conceitedness
  Very full of himself, this buyer thinks they know more than you do about your products. Defer to their “expertise” to win them over.

• Stubbornness
  Stubborn buyers may seem difficult—If not impossible—to connect with. Don’t lose heart though; instead try some backdoor tactics to get in their head.

• Irritability
  A real grouch, irritable buyers require a gentler approach. Always speak in a low, calm voice and never let him see you sweat!

 
While these are the most common character traits you will find in your clients and prospects, know that this list does not encompass all of them. Be sure to evaluate each person, recognize the type of buyer you’re dealing with, and tailor your pitch to fit their individual style.
 
 
P.S. If you want to better understand the psychology of your clients and prospects, check out my #1 bestselling book, Psychology of Sales: From Average to Rainmaker.
 
P.S.S. If you’re struggling to generate enough leads to keep your business fruitful, register for our exclusive webinar on How to Become a Client Magnet.

Submitted by: Dennis M. Postema, President & CEO of Postema Marketing Group, LLC

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