Thoughtful Thursdays – Selling to the performer
In previous posts I have noted that the ability to quickly assess character is one very helpful skill that can help shorten your sales cycle. Once you have identified your prospects personality type you can adjust your approach accordingly. Today’s thought is about identifying a certain personality type and ways to enchant them.
Lets take the performer personality. You have likely met this person already. Behaviours include, but are not limited to:
- Quick witted
- Appearance of being a risk taker
- Action oriented
- Makes quick decisions
- Expressive
- Super friendly
- Persuasive
Here are a few tips that will help you sell to this fun loving personality.
- Do appeal to their egos
- Don’t bore them with the technical details (but be prepared if they happen to ask)
- Do let the decisions be theirs
- Do let them know how ingenious there buying approach is
- Do compliment them
- Do sell the big picture
- Don’t tell them how to do it
Good selling,
Richard
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