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.
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)
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:
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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