Selling and Marketing To The Different Person

Some of us thrive on risk and others fear making a mistake first and foremost. Laurie enjoys a good party as much as anyone while Jon hates the idea of idle chatter. Just give Paul the handouts for the workshop and he'll be happy. He has things to do and can't sit through one without constantly checking his email. Meanwhile, Marie sits right up front and takes copious notes.

Some people ask lots of questions in a sales situation but never listen to the answers. Others hang onto every word looking for you to say something they know can't be true. Like using the phrase "everyone likes." They know that's not possible and they automatically distrust you.

I know a man whose office doesn't look like he's ever in it and yet he's there every day. He uses a table instead of a desk that accumulates clutter. The photos on his credenza look like people who might have already been in the frame when he bought it. He speaks in a monotone with absolutely no emotion. In my opinion he has the personality of a dead mackerel and yet his fellow accountants elected him as their managing partner.

Then there is Alan who wants you to take care of all the details for him. He trusted you right away and even though he knows some people will let him down – he's not going to change. Jodi is more cautious. She needs to wait and see. Will you do what you say you'll do? Are you all style and no substance? She needs to know before she trusts and buys.

Why is any of this important? Do you want to be a successful marketer, sales person, communicator? People want to be communicated with in the way that makes them most comfortable. They won't tell you that but doing so is quite often the difference between success and failure.

They will tell you how to approach them and communicate if you take the time to listen, observe and learn. Marketers target their messages this way. Salespeople and small business owners seldom do and it would make all the difference in their lives, earnings and success if they did.

There are a number of resources you can find using Google. And, I'm going to put together some videos for you that I hope will help. Stay tuned.

Leave a Comment

Your email address will not be published. Required fields are marked *

People do business with people that they know, like, and trust. Since we can’t pick or choose the “type” of person we are most likely to trust and like right away, we need to learn how to effectively with everyone’s personality style.” Learn how in this report and start increasing your sales right away!

Selling To The Four Personality Types

Close
Share via
Copy link
Powered by Social Snap