Clients want to feel comfortable during a selling process. Just because you might like to be approached a certain way, doesn't mean that your client will. Every client wants to be sold in a way that fits them personally. There are four common personality types that customers fall into; Expressive, steady, dominating, and analyzers.
Expressive people view the world positively. They are comfortable socially and like to interact with others. They are often recognition-oriented and seek out situations where they can be the center of attention. Expressive customers want to be sold by a sales person who shows interest in them as a person. They enjoy presentations that are entertaining and fun, Don't hurry them into a decision! Let them talk while trying to direct them to a mutual agreement.
People who fall into the "steady" category are positive like the expressives. However, they are more comfortable being behind the scenes, not in the "spotlight". Steady people are not risk- takers and are often resistant to change. They want to be sold in a way that is non-threatening. They must feel that you are trustworthy and credible. Make sure that you listen to them and are sincere.
Dominators are usually very suspicious. They feel that people are out to get them. They don't like wasting time and are eager to get on with things. They often make decisions very quickly and hardly ever change their minds. A dominating person would be sold by someone who is prepared and organized. A sales person must be direct and get to the point with them. They want a salesperson to respond to their ideas. Make sure that your facts are straight and you provide them with references.
People who are considered "analyzers" are also suspicious. They, however, are very detail oriented. Analyzers are perfectionists and love facts and details. They don't show a lot of emotion, and don't like people who do. Analytic people expect you to provide them with a lot of information. They want you to be well-prepared and thorough. Make sure that you ask clear, logical questions. Above all, avoid pushing them, and give them time to think.
