Your sales training has helped you to identify your companys products or services, and to craft a solid, persuasive argument. Is this enough to make you a truly effective sales person? There is one part of the equation that is often left out, and that is reading people. Understanding, and being able to tailor your approach to different personality types requires insight. It may also require an assessment made while in the midst of an initial encounter.
Over the next several weeks, we will take a look at the 4 main personality types we evaluate, and will look at how to appeal to them for better
sales optimization. First, we will examine the Driver personality.
The Driver:
This person focuses on the results, rather than the process. Their high Ego drive and low empathy can cause impatience and keeps them from being distracted by personal relationships. These are characteristics youll see in a Driver personality.
They tend to be dominating and competitive.
Youll recognize them because they are often fast-talking, high-energy types who are impatient and have a short attention span.
These folks are results oriented and prefer to talk about the bottom line.
A Driver is decisive.
Recognizing a Driver:
When you have your first meeting with a prospect, scan their workspace or office to get a read on what type of personality they reveal. A Drivers space will be formal, sometimes cold with few personal items.
Their greeting will be formal and may lack charm. Watch them and take note of their facial and body movements. Drivers will be non-expressive. You will note that they are direct and to-the-point. If you find they do a lot of the talking, it is because they typically have poor listening skills. They are also opinionated.
Getting a decision from a Driver:
There are certain dos and donts when it comes to selling to a Driver.
Do:
Use spoken, rather than written communication
Be punctual and precise
Maintain eye contact and exude confidence
Be clear, specific, brief, and to the point
Stick to the big picture
Come with organized support material
Let them control the sales interview and tell you what they want
Selling points money, time, power, status, efficiency
Allow them to make the decision via choices
Tell them about other high-profile decision makers who do business with you.
Dont:
Get in their space by leaning forward
Appear disorganized
Leave any issues cloudy or with loopholes
Talk about details
Emphasize a personal relationship
Exaggerate features or benefits
Be sure to check with us next week for insights into another business personality type.
For more details on this subject and its importance to your sales training, contact us today.
