Selling Skills – selling to an Analytical (Blue person)

Selling to a blue person

Since I have my blue days I know what I’m like!  I think I got my red driving personality from playing high level sports
and being in a competitive environment for over 25 years.

My blue side is the studious side of things where having studied all the sciences at college and a degree in pharmaceutical
and medicinal chemistry developed my analytical detailed focused side of things, I think it’s quiet a useful combination when I use it correctly!

Here’s what blue people look like:

• Analytical
• Detail focused
• formal
• detached
• deliberate
• systematic
• perfectionists
• slower paced
• logical

Quite a reverse to some other traits we’ve looked at!  I have my days I can tell you!  I remember wanting to by my first stereo system with a cd player for my 16th birthday.  I mean what 16 year old goes down to the detail of total harmonic distortion and maximum power output in ohms etc when comparing stereos? An extreme blue that who!

Here’s what to do with these guys:

• Be well prepared
• Listen carefully
• Be factual and specific
• Question thoroughly
• Be formal
• Give them time

No no’s for the blue!

• Be disorganized
• Be late
• Push or coax
• Be flippant
• Be vague
• Use testimonials
• Exaggerate
• Be too emotional

You see the blue person is reflecting and taking in info all the time, so again for diffferent reasons to aother color people you can’t use socail proof in the form of testimonials and you can’t rush them because their nature dicattes that they are reflecting on the information and they will come to their own judgement which of course ranks higher than that of someone elses.

If you sell in a market that has lots of data and trials etc you really will come up trumps when you deliver concise and spot on numbers to the blue’s and they will remember you for it as well!

I have to say again some powerful insight on how you can use this information to your advantage and be a better sales person by improving your awareness of the needs of different types of people. Even if you did just a few things right you will get a favorable feeling from the person that you are interacting with.