The topic for this month's issue and the December
issue will be about how to use personality type in
selling. Because our type preferences are integral to
everything we do in life, it follows that we have a
comfort level with how we are approached, given
information, expected to make decisions and take
action. This is what the "sales process" is all about.
In the first article "Using Type in Selling," I discuss
some basic approaches with the eight preferences
based on research conducted by the late, Susan A.
Brock for her book, "FLEX Selling."
The first part of our excerpt from The TYPE
Reporter, "Can You Sell To All Types?", is about how
to sell to Ts. Ts are tough! I know, I'm a T and I
really put a salesperson through the paces.
However, this article is very accurate. If I am
approached the way this article suggests, that sales
person has my loyalty and the sale.
|USING TYPE IN SELLING - 8 Clues to "Read" Others
With the competitive nature of business today, an
understanding and use of type theory can be
beneficial in the selling process. By just listening to
the communication and watching for the behavior
clues you can adapt your behavior to the "comfort
zone" of your customer.
Does this customer generally prefer to Talk it
Out or Think it Through? Does the
customer generally prefer to respond to
Specifics or the Big Picture?
|HOW TO SELL TO Ts - The Behaviors That Will Gain Their Loyalty
Be businesslike. Be friendly, but remember,
the point isn't to be friends, it's to get the job done.
Don't ask personal questions, like "How do you like
your job in marketing?" or try to show what a likable
person you are. Save the small talk until the
business has been taken care of to their satisfaction
and they are sold on your product. And, don't
bother telling them what other people think of your
product. Listen to their needs and get right to your
product's objective merit based on those needs.
Let the facts speak for themselves. Don't
make vague statements about the quality of your
product, or try to bluff the facts.
|About the Author - Pam Hollister, INTJ
Pamela Hollister developed The PEOPLE
Process with the intention of providing a package
that would simplify the use of personality-type theory.
Pam has over 35 years of professional business
experience with emphasis on entrepreneurship,
marketing and business communications. She has
created and directed training programs for General
Atomics a large number of 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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Ruth Urban, M.S., Certified Professional
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