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Sales Insights
Most everyone responds to life's challenges and choices according to their personalities. Therefore, businesses that sell and service the public must be personality wise. For example, High "D" customers should not be engaged in small talk. They want sales people who get-to-the-point — "bottom line." They prefer sales people who are not going to waste their pressing time. On the other hand, High "S" customers feel more comfortable with sales people more systematic, slower and steady in their approaches. "S"s don't like .....
Selling Styles
The following will help you see each personality type's selling style. People tend to sell according to their personalties, rather than adapt to the other person's type.
"S" types — "S"s are the sweet, steady and stable sales people. They seldom push or demand anything. They are friendly and loyal, but tend to be too nice. They need to be more aggressive and assertive. Overly sensitive to how people feel, "S"s need to be more optimistic. They hate to take risks. They often miss great opportunities because of .....
"C" types — "C"s are competent and compliant. They go by the book and want to do everything just right. They are thorough and detailed-oriented, but tend to be too informative. "C"s need to be more positive and enthusiastic. They answer questions people aren't asking. When optimistic, "C"s are extremely influential. They should not.....
Buying Styles
Customers also purchase according to their personalities. The following are the purchasing styles of each personality type. "I" types— "I"s purchase with their hearts. They tend to be impulsive buyers. They want products that will make them look good. "I" customers talk a lot. They make great first impressions. Their high egos and ability to persuade often turns them into the sales person in order to get a better deal. Sometimes you don't know ..... "S" types — "S" customers don't make quick decisions. They like sales people who are understanding and gentle. They want to establish a relationship with a company that will be around a long time. "S"s are concerned about service and stability. When it comes to sensible and slow judgment, "S" customers feel right at home. They like .....
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