![Page 1: How to Increase Your Sales when Selling to Different Personalities](https://reader033.vdocuments.mx/reader033/viewer/2022061104/541bfa6b7bef0a594d8b5aa7/html5/thumbnails/1.jpg)
Selling to Different Personalities
![Page 2: How to Increase Your Sales when Selling to Different Personalities](https://reader033.vdocuments.mx/reader033/viewer/2022061104/541bfa6b7bef0a594d8b5aa7/html5/thumbnails/2.jpg)
We all have customers who seem difficult
to sell to.
![Page 3: How to Increase Your Sales when Selling to Different Personalities](https://reader033.vdocuments.mx/reader033/viewer/2022061104/541bfa6b7bef0a594d8b5aa7/html5/thumbnails/3.jpg)
Some aredemanding
![Page 4: How to Increase Your Sales when Selling to Different Personalities](https://reader033.vdocuments.mx/reader033/viewer/2022061104/541bfa6b7bef0a594d8b5aa7/html5/thumbnails/4.jpg)
Others never seem to make a decision
![Page 5: How to Increase Your Sales when Selling to Different Personalities](https://reader033.vdocuments.mx/reader033/viewer/2022061104/541bfa6b7bef0a594d8b5aa7/html5/thumbnails/5.jpg)
Some just love to
hear themselves talk
![Page 6: How to Increase Your Sales when Selling to Different Personalities](https://reader033.vdocuments.mx/reader033/viewer/2022061104/541bfa6b7bef0a594d8b5aa7/html5/thumbnails/6.jpg)
The reason it’s difficult to sell to some people
![Page 7: How to Increase Your Sales when Selling to Different Personalities](https://reader033.vdocuments.mx/reader033/viewer/2022061104/541bfa6b7bef0a594d8b5aa7/html5/thumbnails/7.jpg)
The reason it’s difficult to sell to some people
is because you have different personalities
![Page 8: How to Increase Your Sales when Selling to Different Personalities](https://reader033.vdocuments.mx/reader033/viewer/2022061104/541bfa6b7bef0a594d8b5aa7/html5/thumbnails/8.jpg)
these differences mean
![Page 9: How to Increase Your Sales when Selling to Different Personalities](https://reader033.vdocuments.mx/reader033/viewer/2022061104/541bfa6b7bef0a594d8b5aa7/html5/thumbnails/9.jpg)
you don’t naturally connect with each
other
![Page 10: How to Increase Your Sales when Selling to Different Personalities](https://reader033.vdocuments.mx/reader033/viewer/2022061104/541bfa6b7bef0a594d8b5aa7/html5/thumbnails/10.jpg)
When you don’t connect
![Page 11: How to Increase Your Sales when Selling to Different Personalities](https://reader033.vdocuments.mx/reader033/viewer/2022061104/541bfa6b7bef0a594d8b5aa7/html5/thumbnails/11.jpg)
it’s more difficult to reach a mutual agreement
![Page 12: How to Increase Your Sales when Selling to Different Personalities](https://reader033.vdocuments.mx/reader033/viewer/2022061104/541bfa6b7bef0a594d8b5aa7/html5/thumbnails/12.jpg)
because you communicate
differently
![Page 13: How to Increase Your Sales when Selling to Different Personalities](https://reader033.vdocuments.mx/reader033/viewer/2022061104/541bfa6b7bef0a594d8b5aa7/html5/thumbnails/13.jpg)
for example…
![Page 14: How to Increase Your Sales when Selling to Different Personalities](https://reader033.vdocuments.mx/reader033/viewer/2022061104/541bfa6b7bef0a594d8b5aa7/html5/thumbnails/14.jpg)
If you like lots of detail
![Page 15: How to Increase Your Sales when Selling to Different Personalities](https://reader033.vdocuments.mx/reader033/viewer/2022061104/541bfa6b7bef0a594d8b5aa7/html5/thumbnails/15.jpg)
you may give your customer too much information
![Page 16: How to Increase Your Sales when Selling to Different Personalities](https://reader033.vdocuments.mx/reader033/viewer/2022061104/541bfa6b7bef0a594d8b5aa7/html5/thumbnails/16.jpg)
But if your prospect does NOT
like detail…
![Page 17: How to Increase Your Sales when Selling to Different Personalities](https://reader033.vdocuments.mx/reader033/viewer/2022061104/541bfa6b7bef0a594d8b5aa7/html5/thumbnails/17.jpg)
They will quickly tune you out.
![Page 18: How to Increase Your Sales when Selling to Different Personalities](https://reader033.vdocuments.mx/reader033/viewer/2022061104/541bfa6b7bef0a594d8b5aa7/html5/thumbnails/18.jpg)
If you like to get right to the point
![Page 19: How to Increase Your Sales when Selling to Different Personalities](https://reader033.vdocuments.mx/reader033/viewer/2022061104/541bfa6b7bef0a594d8b5aa7/html5/thumbnails/19.jpg)
If you like to get right to the point
and make decisions quickly
![Page 20: How to Increase Your Sales when Selling to Different Personalities](https://reader033.vdocuments.mx/reader033/viewer/2022061104/541bfa6b7bef0a594d8b5aa7/html5/thumbnails/20.jpg)
but your prospect likes to think about every
decision
![Page 21: How to Increase Your Sales when Selling to Different Personalities](https://reader033.vdocuments.mx/reader033/viewer/2022061104/541bfa6b7bef0a594d8b5aa7/html5/thumbnails/21.jpg)
You probably won’t close the sale
![Page 22: How to Increase Your Sales when Selling to Different Personalities](https://reader033.vdocuments.mx/reader033/viewer/2022061104/541bfa6b7bef0a594d8b5aa7/html5/thumbnails/22.jpg)
The key?
![Page 23: How to Increase Your Sales when Selling to Different Personalities](https://reader033.vdocuments.mx/reader033/viewer/2022061104/541bfa6b7bef0a594d8b5aa7/html5/thumbnails/23.jpg)
adapt your approach
to match other person’s style
![Page 24: How to Increase Your Sales when Selling to Different Personalities](https://reader033.vdocuments.mx/reader033/viewer/2022061104/541bfa6b7bef0a594d8b5aa7/html5/thumbnails/24.jpg)
In theory, the concept is simple
![Page 25: How to Increase Your Sales when Selling to Different Personalities](https://reader033.vdocuments.mx/reader033/viewer/2022061104/541bfa6b7bef0a594d8b5aa7/html5/thumbnails/25.jpg)
The practical application is much more challenging
![Page 26: How to Increase Your Sales when Selling to Different Personalities](https://reader033.vdocuments.mx/reader033/viewer/2022061104/541bfa6b7bef0a594d8b5aa7/html5/thumbnails/26.jpg)
You need to consider your approach BEFORE your
meeting
![Page 27: How to Increase Your Sales when Selling to Different Personalities](https://reader033.vdocuments.mx/reader033/viewer/2022061104/541bfa6b7bef0a594d8b5aa7/html5/thumbnails/27.jpg)
This means…
![Page 28: How to Increase Your Sales when Selling to Different Personalities](https://reader033.vdocuments.mx/reader033/viewer/2022061104/541bfa6b7bef0a594d8b5aa7/html5/thumbnails/28.jpg)
you need to know the natural style of your customer
![Page 29: How to Increase Your Sales when Selling to Different Personalities](https://reader033.vdocuments.mx/reader033/viewer/2022061104/541bfa6b7bef0a594d8b5aa7/html5/thumbnails/29.jpg)
There are 4 personality styles
![Page 30: How to Increase Your Sales when Selling to Different Personalities](https://reader033.vdocuments.mx/reader033/viewer/2022061104/541bfa6b7bef0a594d8b5aa7/html5/thumbnails/30.jpg)
The Driver
![Page 31: How to Increase Your Sales when Selling to Different Personalities](https://reader033.vdocuments.mx/reader033/viewer/2022061104/541bfa6b7bef0a594d8b5aa7/html5/thumbnails/31.jpg)
Drivers are direct, assertive and to
the point
![Page 32: How to Increase Your Sales when Selling to Different Personalities](https://reader033.vdocuments.mx/reader033/viewer/2022061104/541bfa6b7bef0a594d8b5aa7/html5/thumbnails/32.jpg)
The Expressive
or Influencer
![Page 33: How to Increase Your Sales when Selling to Different Personalities](https://reader033.vdocuments.mx/reader033/viewer/2022061104/541bfa6b7bef0a594d8b5aa7/html5/thumbnails/33.jpg)
Expressives LOVE to talk
![Page 34: How to Increase Your Sales when Selling to Different Personalities](https://reader033.vdocuments.mx/reader033/viewer/2022061104/541bfa6b7bef0a594d8b5aa7/html5/thumbnails/34.jpg)
usually about themselves
![Page 35: How to Increase Your Sales when Selling to Different Personalities](https://reader033.vdocuments.mx/reader033/viewer/2022061104/541bfa6b7bef0a594d8b5aa7/html5/thumbnails/35.jpg)
The Amiable
![Page 36: How to Increase Your Sales when Selling to Different Personalities](https://reader033.vdocuments.mx/reader033/viewer/2022061104/541bfa6b7bef0a594d8b5aa7/html5/thumbnails/36.jpg)
These people are great
team players
![Page 37: How to Increase Your Sales when Selling to Different Personalities](https://reader033.vdocuments.mx/reader033/viewer/2022061104/541bfa6b7bef0a594d8b5aa7/html5/thumbnails/37.jpg)
And will consider others in the decision-making process
![Page 38: How to Increase Your Sales when Selling to Different Personalities](https://reader033.vdocuments.mx/reader033/viewer/2022061104/541bfa6b7bef0a594d8b5aa7/html5/thumbnails/38.jpg)
The Analytic
al
![Page 39: How to Increase Your Sales when Selling to Different Personalities](https://reader033.vdocuments.mx/reader033/viewer/2022061104/541bfa6b7bef0a594d8b5aa7/html5/thumbnails/39.jpg)
An Analytical person needs
LOTS of information before they will decide.
![Page 40: How to Increase Your Sales when Selling to Different Personalities](https://reader033.vdocuments.mx/reader033/viewer/2022061104/541bfa6b7bef0a594d8b5aa7/html5/thumbnails/40.jpg)
Adapt your style to more closely match your
customer/prospect’s
![Page 41: How to Increase Your Sales when Selling to Different Personalities](https://reader033.vdocuments.mx/reader033/viewer/2022061104/541bfa6b7bef0a594d8b5aa7/html5/thumbnails/41.jpg)
and you will better connect with them
![Page 42: How to Increase Your Sales when Selling to Different Personalities](https://reader033.vdocuments.mx/reader033/viewer/2022061104/541bfa6b7bef0a594d8b5aa7/html5/thumbnails/42.jpg)
which means…
![Page 43: How to Increase Your Sales when Selling to Different Personalities](https://reader033.vdocuments.mx/reader033/viewer/2022061104/541bfa6b7bef0a594d8b5aa7/html5/thumbnails/43.jpg)
you will close more sales.
![Page 44: How to Increase Your Sales when Selling to Different Personalities](https://reader033.vdocuments.mx/reader033/viewer/2022061104/541bfa6b7bef0a594d8b5aa7/html5/thumbnails/44.jpg)
Kelley Robertsonwww.Fearless-Selling.ca
Twitter: @FearlessSelling
Get practical sales advice atwww.Fearless-Selling.ca
If you enjoyed this presentation please add your comment and link to it on Twitter, LinkedIn, Facebook, MySpace, etc.