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PEOPLE LIKE TO BUY FROM PEOPLE WHO ARE LIKE THEM - Part 3
PEOPLE LIKE TO BUY FROM PEOPLE WHO ARE LIKE THEM - Part 3
People like to business with people who are like them
In my last 2 articles 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.
You see if you know to recognise the "personality type" of each of prospect that you encounter, then you can adjust your own style of communication so you are on the same "wavelength". Then you'll be able 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 the last volume of TOP GUN® Tips 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. Look at my 2 previous articles.
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'll also 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. In the mean time...
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Anne Barr
Anne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations,
networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business
ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website
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Business Coach and Consultant Vwodek Wojczynski (pronounced Voy-chin-ski) brings fun, awareness, accountability and fresh perspectives based on his diverse experiences in life and business.
Born in Poland and educated in Greece and Canada, he is trilingual with 8 years experience in business development with clients in Canada, USA, Switzerland and Poland.
His approach is systematic and process-driven. He fuses the know-how of proven business methods with his commitment that entrepreneurs experience satisfaction and joy based on their values, motivations and strengths. He believes that businesses succeed based on their ability to generate value by providing what’s needed and wanted.
Ultimately, he trains executives and true business owners - people who work less, produce more, own businesses that run automatically after a while and make a difference globally.
His current research focus is the development of intelligent business systems and the application of emerging artificial intelligence technologies in business.
He is also an avid traveler, spoken word performer and visual artist. He resides in Toronto, Canada. - Visit Vwodek Wojczynski's Website
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Wayne Berry
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Wayne Berry CSP* is Australia's own TOP
GUN Sales Coach and most in-demand speaker
on sales, negotiating and sales
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professional speakers in the world by the
USA based National Speakers Association.
He is a best selling author and one of
Australia's best known speakers. His four
books, “Negotiating In The Age of
Integrity”, “How To Get The Best Deal
Every Time”, “How To Get The Best Sale
Every Time” and “How To Lead and Motivate
A TOP GUN Sales Team” are now sold in 13
countries.
He speaks more than 200 times each year at
conferences around Australia, New Zealand,
Asia, and at programs arranged by his TOP
GUN® Business Academy. This year his
seminars and workshops will be attended by
more than 20,000 sales and business
people.
He has also recorded more than 40 audio
and DVD video programs on selling, sales
management and negotiating.
He has shared the platform with Tom
Hopkins, Brian Tracy, Zig Ziglar, Earl
Nightingale, Dr Norman Vincent Peale, Dr
Denis Waitley, James Rohn, and many, many
other internationally renown speakers.
Wayne Berry Video - Successful selling today requires the skills of being able to build successful relationships. This video explains how to do that by Wayne Berry.
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