Selling to Type A Personalities

Type A personalities are also known as

Drivers

Drivers are bottom-line oriented people

who focus on results and winning

Characteristics of Drivers include:

Direct &

to the point

Assertive &

Confident

walks with a sense of purpose

Body language:

Strong,

competitive handshake

Direct eye contact

Leans forward

in chair

Will point at you

Voice mail: curt & abrupt

“This is Jim, leave a message.”

Vocal clues will include

quick pace

Will use “I”, “me” or “my”

Interrupts frequently

Drivers are not afraid of conflict

This means…

you need to prepare to be

challenged

But don’t take this personally…

But don’t take this personally…

It’s just how Drivers

behave

10 ways to improve

your sales results

#1 Get dire

ctly to

the point

#2 Don’t waste time

on idle chit-chat

#3 Focus on

THEIR goals

#4 Show them how they can WIN

#5 Avoid giving too much detail

#6

Be ready to negotiate

#7 Be ready with facts

#8 Be

assertive in

everything you do

#9

Don’t back down when

challenged

Instead, stand your ground & argue the facts

Stay away from

feelings

#10 Always ask for the sale (directly & confidently)

not like this!

Apply these strategies and you will improve your results when selling to Type A personalities

Kelley Robertson

www.Fearless-Selling.caTwitter: @FearlessSelling

Get practical sales advice atwww.Fearless-Selling.ca

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