If you are a small business owner or manager, you are likely to often play the role of a salesman. The better your sales, the more successful your business will be.
If you take a "one size fits all" approach when dealing with potential customers, you may limit your sales potential. You need to identify different personality types and modify your presentation accordingly.
I divide potential customers into 4 personality types and make them easy to remember. I use animals and their behavior to help me remember them.
Animals are: owls, love birds, cows and rhinos
The owl is very smart. They do this by asking questions. They want to know all the details.
So if you are dealing with owls, you better know your product. The good news is that if you answer all of their questions, they are usually willing to buy.
Many sales people get along well with customers. They talk about sports, remember their children's names, and let them eat lunch as much as possible. These customers are love birds. It is called relationship sales and it works. When you find a common interest with potential customers, you will be connected. When two people find that they have something in common, they often trust each other, and we all know that trust is a very important factor in closing sales.
The cow's personality type is a bit tricky to deal with. Cows have a herd mentality. They get directions from the rest of the people around them. They like recommendations and may be the easiest to sell. But the cow has a problem. After the sale, if they talk to friends or even your competitors, they may have a second idea - you know, the buyer's confession, and want to cancel or modify their order. Therefore, you'd better make sure they understand the features, terms and conditions.
Rhino is our fourth personality type and is probably the most difficult to handle. He is usually very busy and wants to reach the "bottom line" or price as soon as possible. He didn't have the patience to listen to your sales presentation and wanted to control the conversation. So how do you deal with rhinos? As a rhinoceros. Telling him your time is also very valuable. Quickly understand and convince him that the benefits of your product or service are worth the time to review.
To be successful in sales, you must be able to identify and handle all four personality types. Ask yourself this question. What kind of person am I? Most of your customers will be like you. To be a top salesperson, you need to be able to sell all types of potential customers. To do this, you need to recognize and adapt to all four personality types.
Once you master this concept, you can become a top producer.
Orignal From: Sales Training: How to identify and handle different personality types
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