How to sell to the different types of social styles
You should try to sell in a manner that compliments what the different types of social styles prefer. For example if you are a amiable perons that likes the small talk at the start of a sales call you are not going to get of on the right foot selling to a driver. The driver is relatively in patient and this will be magnified with an amiable.
Selling to a Driver
- Cut the small talk
- Find out what’s driving them. Is it social status, is it recognittion is it financial?
- Focus on that element then massage that aspect so they can see how it will benefit them.
- talk big picture and in concepts.
- Keep it short and sweet and you will instantly build rapport and have a lasting effect on this type of peronality
Selling to an Amiable
In many ways much the opposite to selling to a driver, the amiable person will like the following:
- Spending time to find out more about them
- Small talk such as how they are feeling, what kind of day they have had
- They like benefits of products that relate to social aspects such as if you were selling a product taht could make an amiable more money, you would create the proposition in the the context of them being able to take their family on holiday for example.
- They care what other people think and also what you think
The analytical person
- Since I am a cross bewteen an analytical and Driver I can tell you straight how to approach an this type of social style:
- If giving information in graphs and charts etc, they will want to know teh detail behind the figures so be prepared to know how to explain any claim and figures that you may quote.
- They need time to absorb information so don’t puch too hard on a close, use phrases such as ‘have you had a chance to reflect on these figures?’
- By definition they uinlikely to make a decision on the spot espcially for a big purchase, they are the classic, I’ll think about it’ kind of people, so when they do , if you allow them some time then follow up you won’t be missing out on an opportunity.
The Expressive person
When dealing with this type of group they too sway a little toward sthe social side of things.
- Expressive people are often the loudest people out, they like to express preferences and emotions.
- Uaing energy and dynamic words works well
- Let them express their personality when talking to them
This is just a quick check list that will definitley help you build better rapport and understanding of how to approach and sell to different types of people. It may also explain why you may not have had success in a consistent manner before. Try these skills out for yourself and see the results you get.
I will go further into some NPO and also the insights colour model to also look at other tools for selling better.
