All prospects act differently. They all can not be influenced in the same way. You must suit your approach to the particular trait that person possesses and more importantly to the mood he is in at that moment. To be successful you must recognize these individual characteristics and use the appropriate strategy to sell them. You can recognize these traits by the prospect's appearance, words and actions. By observing and analyzing a prospect you can instinctively choose the most effective selling strategy to be successful.
Most salespeople classify their prospects as skeptical, impulsive, and condescending among other traits. The salesperson that can determine the strategy that is best suited for selling those traits is the salesperson that will come away with the brass ring.
Here are the last three categories that prospect's fall into and the strategy to sell each of them. This will bring the total to eleven.
The Talkative Prospect
This person is the most agreeable prospect you can find.They would rather talk about anything under the sun rather then listen to a sales talk.
STRATEGY:
Do not try to out talk them. The best strategy is to wait for a pause and then lead them into your presentation. Do this firmly but diplomatically. Compliment them on something they say and lead them back into your presentation. No matter how often they wander wait for an opening and bring them back.
The Silent Prospect
This prospect always seems to be preoccupied with something. He says little or nothing and provides you with no clues on what his needs are.
STRATEGY:
Shape the sales presentation around him. Get him to interact. Appeal to his pride, ambition, and satisfaction. Make him the center of attention more so than usual. If he does not agree with you, believe me; he will open up and you will get a reaction.
The Procrastinator:
My favorite type. Put it off. See and experience as many things as you can before a decision is made. That is his thinking. If seeing or hearing one presentation is good five or more is better. Subconsciously a decision does not have to be made so a bad decision can never occur. He is in essence afraid of making a bad choice.
STRATEGY:
Be a little: just a little pushy. The idea is to let him recognize his inadequacies. Let him know that the present is the best time to make a decision, since he has all the facts before him. A decision today saves time, money and anguish in the future.
These are the traits I recognized and cataloged. The amount of customer traits is limited only to your own observations. When you think you find different ones make note of them, catalog them and build a strategy to sell them.
Thank you
Joe D'Ambra
www.basicsofsales.com
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