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PEOPLE LIKE TO BUY FROM PEOPLE WHO ARE LIKE THEM - Part 2

Written by: Wayne Berry

Article Overview: WE CAN'T SELL TO ALL PROSPECTS THE SAME WAY Today we have access to innovative tools such as the Internet, cell phones, faxes and voice mail all designed to enhance our communications and support us in selling more effectively. Nevertheless, even with all of these technological tools at our disposal, the alarming number of failed relationships, dissatisfied employees and lost sales all reflect the fact that none of us are as effective at understanding others as we would like to believe.

PEOPLE LIKE TO BUY FROM PEOPLE WHO ARE LIKE THEM - Part 2

Today we have access to innovative tools such as the Internet, cell phones, faxes and voice mail all designed to enhance our communications and support us in selling more effectively.

Nevertheless, even with all of these technological tools at our disposal, the alarming number of failed relationships, dissatisfied employees and lost sales all reflect the fact that none of us are as effective at understanding others as we would like to believe.

In my last article we started to explore why this is so.

We looked at some of the research which shows that there are 4 different "personality types" and why each type likes to be sold to in an entirely different way. Sell to them they way they like to be sold and your success will be assured.

If you can learn to recognise the communications needs of each of your prospects, then you'll build trust and credibility more quickly with them. You'll literally be on their 'wavelength"!"

Develop trust and credibility more quickly...

The fact is that people like people who are like them.

Not only do they like them but they get into rapport more quickly with them, find them more credible and trust them more.

In my last article I outlined the four (4) behavioural styles that we need to be on the look out for. These were...

The Socialiser
The Director
The Thinker
The Relater

I won't go into describing them again here, read my last article.

So how can you pick the behavioural style of the person you are meeting for the first time?

Well actually it's very easy when you know what you are looking out for.

Each has a different way of looking at the world and therefore there are some very obvious "CLUES" and "CUES" that you can learn to spot.

For example...

The way they speak

The Socialiser

Speaks very quickly and is often excited. About what? About everything!! Their pace of speaking is fast because their pace of thinking is fast. Because of this tendency they tend to be a bit erratic in the way they speak. Half finished sentences. Darting around from subject to subject.

The Director

Also speaks very quickly but tends to be more serious than the Socialiser. About what? About everything!! They are pretty serious people and they do thinking fast too. However they tend to be much more focused than the Socialiser. More logical in their thinking and speaking.

Now before I go onto the Thinker and the Relater, a question for you....

Do you think you might have to sell to these two different styles of people in different ways?

You better believe it!

That is if you want to hold their attention and get your message across.

You also need to learn how to identify your own personality type. Are you a Director, Socialiser, Relater or Thinker? Again you'd better know this because your own style will determine how you come across to others.

By understanding your own personality type, you'll know how to modify your own natural style of communication so you are in "sync" or on the same "wave-length" as the people you deal with in selling and in all other areas of your life. Anyway let's move on and talk about...

The Thinker

Speaks slower than the Socialiser or the Director. Sometimes very slowly. Why? Because they think more slowly and in doing so they are much more "careful" about taking on new ideas, unless they can understand all of the facts and details.

The Relater

Again speaks slower than the Socialiser and the Director. Why? Again because they like to take things more slowly. Why? Because this is the real "people person". The Relater likes to take time to build relationships with everyone, including you. So you had better come across as a caring person when dealing with a Relater because it matters to them the type of person you are. And they will want to know how your proposal will affect them and other people.

So how a person speaks is just one "CLUE" that will help you pick their personality type.

Here are some other "CLUES" and "CUES"...

The way they dress
The car they drive
How their office looks
The professions and jobs they are attracted to
The industries that we find them in

I'll be expanding on these in my next article.

Have a great week. Make it a great week!

Wayne Berry CSP*

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Article Tags: alarming number, behavioural styles, cell phones, credibility, cues, different personality types, innovative tools, looking at the world, pace, phones faxes, prospects, relater, relationships, technological tools, tendency, thinker, understanding others, voice mail, wavelength



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