What do 75% of your consumers have in common? They'd rather you supported a cause! UNICEF, with help from its SME partners, have identified why supporting a cause is key in today's business landscape.
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Not everyone wants to be sold to in the same way. Maximize your chance of "connecting" by taking the following into account.
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| Taking personality into account: enthusiastic outgoing type |
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A factor in ensuring the success of this goal is the manner in which you approach, communicate with and relate to each prospect. As a professional salesperson, you will always seek to ensure that you are talking to your prospect in their own language. Your art, then, lies in matching your approach to your client's personality type. While everyone is different and is something of a mixture of all types, most people tend to display characteristics from one of the following types as their predominant behaviour:
This being the case, you can maximize your chance of "connecting" with each new prospect, by taking the following concepts into account: Enthusiastic Outgoing Type This type responds spontaneously to emotions. They:
Recommended Approach: Be less formal in your approach, and allow your enthusiasm for your products to show through. Relationships count so this prospect will want to hear how you will work with them to achieve their desired result. Use stories about your other well-known customers and their satisfaction with your product. Special deals and the prestige associated with the use of your product will be inducements to buy. Check for other decisions makers of a different personality type behind the scenes. Include these others as early as possible - and sell to them in the style suited to their personality. These tips are provided to you by Peter Rowe. |
Not everyone wants to be sold to in the same way. The real art in selling is to ensure that the right prospect ends up with the right product.