Selling to Different Personality Types

Your sales training has taught you how to find prospects, make initial contacts, ask questions to uncover needs, develop solutions, give great presentations, handle objections and close the sale. Most likely it did not prepare you for the different personalities you will encounter.

If you deal with every customer in the same way, you will only close 25 percent to 30 percent of your contacts, because you will only close one personality type. But if you learn how to effectively work with all four personality types, you can conceivably close 100 percent of your contacts.

Cool Blue

We all know how unlikely that is, but wouldn’t it be great to get close? How would that impact your income? How will that impact your clients? You would be creating more opportunities to offer your clients the value your product/service brings to what they do.

No one person is ever totally one personality type. We are all mixtures, but you will discover that people operate primarily in one of four types.In our fun colour world of Insights Discovery here are the four personality types you will encounter and the associated characteristics: 

Cool Blue – Analytical (cautious, precise, deliberate, questioning and formal)

Fiery Red – Driver (competitive, demanding, determined, strong-willed and purposeful)

Earth Green – Amiable (caring, encouraging, sharing, patient, relaxed)

Sunshine Yellow – Expressive  (sociable, dynamic, demonstrative, enthusiastic, persuasive)

Cool Blue: 

Likes facts and detail

Money and numbers oriented.

Wants to know “bottom-line”

Works best independently.

Very neat and organised

Stickler for timeliness 

Not much of a risk taker

Begin studying the people in your life to determine their personality type. Take notes and compare them to the characteristics listed in this article.

Next, you will want to know how to handle each personality type:

Here are some pointers for a person who leads with cool blue energy:

Cool Blue:

Let them feel they are right

Give them facts first

Stress rational, logical reasons for buying

Observe time constraints

Compliment them regularly

Give quick, precise answers

Use a direct close

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