How to Sell to Different Personality Types
Rich Hua stashed this in The Art of Sales
Who they are:
Assertive personality types are goal-oriented and competitive. Results are more important than personal relationships to these prospects. They might not be the customers you get a holiday card from, but if you can deliver on your commitments, you will maintain a healthy business relationship. Assertives care deeply about the bottom line.
People with assertive personality types are decisive and quick workers. They want information -- fast -- and might become impatient with a repetitive sales rep who speaks in abstractions.
How to spot them:
Assertive personality types speak in declarative sentences rather than asking questions, and in a louder than average tone. Look for animated and confident body language, such as leaning forward or gesturing when they speak.
How to sell to them:
- Professionalism is always important, but especially so when it comes to Assertives. Always make sure you’re prepared for a meeting with an assertive personality type. If you don’t know the answer to a question, let them know you’ll follow up instead of trying to formulate a halfway correct answer.
- Assertives appreciate efficiency. Don’t waste their time repeating facts or building up to your point -- cut to the chase.
- Emphasize how your product will solve their business’ problems. Cutting-edge features won’t impress Assertives unless you can demonstrate why they will be useful to their organization.