This document discusses how to sell to different personality styles. It notes that people have different communication styles which can make it difficult to connect and reach agreements. There are four main personality styles - Drivers, who are direct and to the point; Expressives, who love to talk; Amiables, who are team players; and Analyticals, who need lots of information. The document advises adapting one's selling style to more closely match the customer's personality style in order to better connect with them and close more sales. Understanding a customer's natural style allows a salesperson to consider their approach before meetings.

1. Selling to Different
Personalities

2. We all have
customers who
seem difficult
to sell to.

3. Some are
demanding

4. Others never seem to make a
decision

5. Some just love to
hear themselves
talk

6. The reason it’s difficult to sell
to some people

7. The reason it’s difficult to sell
to some people
is because you have
different

8. these differences
mean

9. you don’t naturally
connect with each
other

10. When you
don’t
connect

11. mutual
it’s more difficult to reach a
agreement

12. because you
communicate
differently

13. for example…

14. If you like lots
of detail

15. too
you may give your customer
much information

16. But if your prospect
does NOT
like detail …

17. They will quickly
tune you
out.

18. If you like to get right to the
point

19. If you like to get right to the
point
and make decisions
quickly

20. but your prospect likes to
think about every decision

21. You probably
won’t close
the sale

22. The
key?

23. adapt your approach
to match other person’s style

24. In theory,
the concept is
simple

25. The practical application is
much more challenging

26. You need to consider your
approach BEFORE your
meeting

27. This means…

28. you need to know the natural style
of your customer

29. There are 4 personality
styles

30. The
Driver

31. direct,
Drivers are
assertive and to
the point

32. The
Expressive
or
Influencer

33. Expressives LOVE to talk

34. usually about themselves

35. The Amiable

36. These people
are great
team
players

37. Andwill
consider
others in the
decision-making
process

38. The
Analytica
l

39. An
Analytical
person needs
LOTS of
information
before they
will decide.

40. Adapt your style to more closely
match your customer/prospect’s

41. and you will better
connect with them

42. which means…

43. you willclose more
sales .

44. Get practical sales advice at
www.Fearless-Selling.ca
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Kelley Robertson
www.Fearless-Selling.ca
Twitter: @FearlessSelling