How can you use personality types to identify a prospect's needs in direct sales?

Basically in Sales identifying the Personality types of the prospects is key to convert into deals. I believe there are to types of personality. Emotional and Logical. Emotional Buyer always make decisions because of FOMO. For them, experience matters a lot instead of results. They don't think about data but they would like to know how would you help them achieve their results. Logical buyers more care about processes and activities you are going perform to achieve results. If you identify the Emotional or Logical Needs of prospects, you will understand what can you offer them. That will increase the chance of converting them.

Start communicating with them the way that they want to be communicated with. The Pleaser: This customer is afraid to tell you no. Set firm agreements with them through open and honest communication. Sometimes you may need to push this customer to ‘no’. Reserved Customer: Typically won’t share feedback without being directly asked and even then, you may not get much. With this customer, you have to dig deep to get to the bottom of what the true issue is. Aggressive Customer: Will tell you exactly what is on their mind. Be firm, direct, and polite. Do not try to counter with being aggressive. Complainer: Be prepared for a lot of contact with this customer. Demonstrate patience and they will become your biggest advocate.

Highly recommend remotelyme.com Amazing resource. Takes assessments to the next level. Provides highly relevant profiles and clarity, way beyond traditional models. Very user friendly.

One thing I have found helpful is to listen. Get that prospect talking. Use their name and ask questions to promote the conversation. With practice, you can gauge the personality type and build rapport with the prospect by mirroring and accommodating their style.

When I'm selling to a driver type, I find that they're not into details, but into the big picture, the bottom line, and the results. The beauty of working with them is that they make decision promptly, so we're not dealing with analysis paralysis. So when you're meeting with them, make sure that you are not getting into too much details, but the end in mind. Let them guide you on how much details they want. Also you'll find that the driver type can be impatient and some may interrupt you if you go into too much details. Get to the point.

Being able to identify and connect with the buyer is just the start. Having the right IQ, EQ, and PQ will help with making the proper adjustments and pivot when needed. Stick with delivering value and understanding the buyers business outcomes before even making a sales pitch. When the client feels comfortable to share what is important, that’s when you can get down and dirty to discuss strategies and goals.

People with this behavioral pattern prefer for you to confidently get to the point you're there to talk about. Whatever that topic is, stay focused. Don't wander around with stories about the weather or "bids for connection" like where you went to school or the golf balls on the shelf behind them. If they want to talk about golf, you'll know it, because they'll bring it up. Suggest you respect that they are on-task, and help them resolve that task.

Ces clients sont plus dans le résultat avant la méthode je dirais. La crédibilité de notre offre commerciale peu être plus facilement apporter par des exemple concret de client similaire avec qui cela fonctionne. Il faut arriver à aller droit au but avec eux tout en étant capable de leur montrer l’intérêt pour eux de notre proposition commerciale.

Provide the solution for them...not just a blanket solution: -Prove it with data and results -Will it save time, money, or both -Support before, during and after (it's the after that most don't follow through) -

I like all three because you meet all. First, I study who you are and then use that to share the information you need. I allow you to express yourself more than I talk.

I like the thought process behind. It’s crucial to listen to understand the drivers and needs. It is important as well to have a diverse sales force

Now this type of personality can only be unveiled in repeat sales. And they are the easiest to sell to as they trust and value the relationship you share with them. The secret to continued sales with such personality lies in being honest and truthful about why you have to offer. By being honest, even if you lose a project or two, you will be given a chance every time as the buyer trusts you more than your offering. Any foul play can result in losing your customer forever.

In my professional experience, I have observed that individuals characterized as amiable buyers tend to shift their attention away from the demonstration rather swiftly. Their primary emphasis lies in the emotional aspect of the interaction and the establishment of a relationship with the presenter. To effectively engage such individuals, I find that establishing rapport by delving into their personal life can serve as a compelling strategy. Initiating discussions about upcoming events in their personal lives, such as family-related milestones or other significant occasions, not only helps in maintaining their focus during the initial presentation but also lays a solid foundation for subsequent follow-up calls

Being friendly, not dominating is the key. Show some emotion during the communication process and don't be afraid to ask for their ideas and opinions. Get them to feel comfortable right away by providing them with any chance to verbalize. Using simple gestures and body language always works well with this personality trait. Showing you care and have a genuine interest in them will go along way in sealing any type of deal.

I love this group! I love their optimism and their attention to details! When you need to get things done....this is the group to do it! When you need to get motivated and enthused! Guess who does it? They know how to work the crowd, they know exactly what to say and how to say it!

This is normally a fun group, and if they're not one day, they are likely under stress. In their normal pattern, they value quality personal relationships and appreciate you helping them achieve their goals with positive energy, focus and creativity.

They are attracted to innovation and big-picture thinking. Focus on the unique features and benefits of your product or service and how it can help them achieve their vision. Be enthusiastic and creative in your communication.

I can relate to this group because I am the exact same way. I provide the passion, excitement and belief in the product, how and why it works. You sell to this group by providing real facts and most of all real benefits. When they hear about the product they want to feel the genuine excitement,that’s the hook.

Knowing about expressive clients helps us connect better with them. They're excited, creative, and like taking action. They enjoy new things and feeling special. By understanding this, we can show them how our stuff can make them feel great and stand out. We can do this by using fun and interesting ways to talk to them, like showing cool pictures or being positive. When we understand expressive clients, we can make them happy and help them see why our things are awesome.

There are two more types of personalities that I would like to add here: 1) Mr. Know it all type (Dominant type) 2) Cost conscious type. For the dominant type of personality, try to speak less and listen more. Satisfy the ego they carry with them as you can either win over their ego or win the deal, never both, so choose wisely. And for the cost conscious type, it’s easiest to crack the deal if your offering is cheaper than your competitors, but if not, you need to devise ways where you make them realise their cost savings in the bigger picture and not in this immediate procurement. All the best!

The tricky situation arises when you face more than one person on the buying side and these two or three people turn out to be distinct buyer types. You will need to identify which person is what kind of a buyer and then plan your moves. Generally , the conversation will be opened by the Analytical type, who will intimidate you with his sagacity and matter-of-factness of the situation, but if you hold your breath, you will see succour coming from the affable type and if you are able to establish yourself as a confident and articulate salesperson then the expressive type will lead the conversation. Obviously, while you enjoy the supportive conversation with these two types, don’t forget that the analytical type will hold the key!

In my experience, it is first important for a sales person to have the self awareness to understand themselves and their personality type. Understanding oneself, helps with gaining perspective on other personality types and will foster appropriate communication.

Never put all people into the same category. Also remember all of US are from different personalities. Like-minded people work best together. We at Select Advisors have the Rainmaker Test that helps see what your sales personality is. Reach out to learn about it!

I do not think, it’s possible to cage it under one type. It’s combination and certain times price and budget plays a vital role specifically when customer is budget conscious. Relationships plays are key role to get right level of insights that doesn’t mean it will help to close an opportunity. It’s always a multiple factors and priorities of an organisation.