We're continuing to discuss ways to use personality
type in selling this month and I know you'll find the
information very helpful in being able to "open the
sales door" with your clients. I have really enjoyed
putting this information together because it reminds
me to remember to put these skills to use - at all
Our first article "Using Type in Selling-Part 2"
continues with the specific behavior clues we
discussed in Part 1 of Using Type in Selling. We've created a great table that divides the types into functional pairs giving specific ways customers function during sales interactions.
Continuing with our excerpt from The TYPE
Reporter, "Can You Sell To All Types?", Article 2 gives
invaluable information about "How to Sell to Fs."
Since I am a T, it is important for me to remember
that when I'm interacting with an F, I need to let
them know enough about me on a personal level so
they can trust me. This isn't natural behavior for
me, but invaluable information so that I can
build rapport with my "Feeling" customers and friends.
|USING TYPE IN SELLING - Part 2 - The Four Customer Type Modes
There are stages in the process of moving a sale
forward. Time is spent "initiating the rapport," which
consists of greeting the customer and establishing a
basis for moving ahead. Then, the
salesperson "investigates needs." This is when
listening is especially important. Next,
a "course of action" may be suggested using the
information gathered in the listening stage. And the
final stage is reaching an agreement, or "closing" the
The Customer Type Modes table clearly
spells out the individual non-verbal behavior
cues that are valuable to remember and put to use in
the selling process.
|HOW TO SELL TO Fs - The Behaviors That Will Gain Their Trust
Be like a friend, and like a friend, make it
clear that you are there for them, and they can go
to you anytime they need help with the product.
Don't act as if the only thing that matters is the
product and its merits. Engage briefly in small talk to
get to know a little bit about the human being and
let them get to know you. You can compliment
something about them or around them that deserves
Sell SFs the Service - Treat loyalty as important,
yours and theirs. Let them know
that when they buy your product, you'll be loyally
available to answer their questions or service the
product. Be careful about putting down the
competition if the SF client has been using them for
|About the Author - Pam Hollister, INTJ
Pamela Hollister developed The PEOPLE
Process to simplify using personality-type theory.
Pam has over 30 years of professional business
experience with emphasis on entrepreneurship,
marketing and business communications. She has
created and directed training programs for General
Atomics Aeronautical Systems, Fortune 500 companies, the US Air Force, the Department of Energy, University of Nevada, Las Vegas, and numerous school districts throughout North America.
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