Selling Successfully to Different Personality Styles
Most salespeople are more comfortable selling to prospects with a similar style to themselves.
If we accept that there are four basic personality types – ‘Driver’, ‘Expressive’, ‘Analytical’ and ‘Amiable’ then potentially most salespeople are leaving a lot of money on the table simply by not being able to ‘speak the language’ of personality types different from their own.
This half day, highly interactive workshop will give a salesperson valuable skills for flexing to styles other than their own and of course selling to them.
Delegates will first learn to identify their own style and why they prefer things to be done a certain way. They will then – with the use of enjoyable and interactive practice vignettes – put themselves ‘in the shoes’ of other personality styles and understand why they like things done in a different way.
Bring a profile of a prospect (real or fictional) with a style you find the most difficult to deal with.
- - Understanding your own style and the lens through which you see the world
- - Giveaways for spotting the prospect’s style early on.
- - Mismatching ‘pitfalls’ to avoid
- - Which styles are the furthest away from each other and why
- - Why ‘Drivers’ need to control
- - Why ‘Expressives’ need to talk
- - Why ‘Analyticals’ need detail
- - Why ‘Amiables’ need reassurance
- - How to avoid alienating a Prospect through mismatched pace
- - Mirroring without mimicking
- - Levels of appropriate animation and gesticulation
- - Adapting to the Prospects whilst being authentic
- - Learning how to say the same thing in a different way
- - Recognising buying signals in the different styles
- - How the different styles view sales calls
- - Working with a live prospect
- - Selling to a prospect with an opposite style
- - Getting feedback from a prospect on how you come across to them