Thoughtful Thursdays – Selling to the analytic
Last week I reiterated that quickly ascertaining your prospects personality type is an important factor when looking for ways to shorten your sales cycle. Specifically we talked about selling to the performer.
Today’s thought is about a very different personality type, the analytic. As the accompanying image suggests, it may be akin to selling to Mr. Spock. It is no more challenging than selling to the performer, just different.
Characteristics that indicate an analytical personality:
- They have a list of requirements prepared before they come to shop
- Organized, appreciates structure
- Decisions based on logic and empirical data rather than a gut feel and anecdotal information
- Not into inane conversation
- Likes to know how things work
- Want specifics, not generalities
- Will seek out information
- Not outwardly emotional
Tips for engaging the analytic
- Be sure you have all the details
- Back up claims with hard facts
- Get to the point – no beating around the bush
- Be patient as information is processed, do not expect a snap decision
- In depth preparation, the analytic will not appreciate a “winging it” approach
- Do not keep them waiting – late is not acceptable
- Better to have more information than not enough
- If you don’t know, say so
Good selling,
Richard
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