The sales maker stereotype has haunted us for several years. We fight to get past the views of the general public and into a more respected light but without fail it continues to be a hindrance on salesmakers everywhere. We are no longer the smooth talking, manipulative persistent people many grew to know. Learning to accept that concept has become harder and harder for communities everywhere.
Many salesmakers are learning to deal with each prospective client in a different way. They are learning some like the fluff and some just want the cold hard facts. That is fine but it takes a special type of salesmaker to cater to the needs of all prospective clients.
A few tips from Vince:
Vince Caltagirone- stated that “I like to talk and laugh”. Vince is a Businessschool graduate and a salesman for The Stewart Organization. Vince is using principles that help him deal with each individual prospect. He says you must evaluate them individually and see what type of personality they have. This will help you determine their needs.
“The Key is being Versatile, so that you can adapt your style to someone else’s style” says Lynne Richardson, Ph. D. Lynne Richardson is the professor and an associate dean of the UAB School of Business.
Learning Personality Styles:
Finding the right matrix for your social situation is important. Learning to determine what area each person is when you contact them is the difference between connecting with them and not connecting. Use of a horizontal and vertical matrix will show a clearer image. Division of them into four areas: Drivers, expressive, amiable or analytical.
Ambles and Expressive: They tend to wear warm and inviting colors and have personal items around them. Drivers have little displayed in the realm of personal lives. Where Ambles and expressive’s may use personal items to show or express themselves, drivers and assertive’s use furniture and other things as a barrier to separate themselves from other and are time oriented.
Fitting Styles:
You must learn to adapt to other people styles in sales. Each person you talk with is going to vary in some way. Learning to spot what style they are and adapting will help you chat and build trust with the prospective client much faster. Most people are picky and will buy from people who are mostly like themselves.
Vince Caltagirone has used Linda Richardson’s Class to master this technique in sales. He was able to use the technique before even finishing school. “It works” Vince stated.
Linda Richardson’s Class does hands on training in sales. She practices with the class figuring out what style or personality they are and then use roll playing sales situations. They are videotaped for learning purposes. They watch them and learn what was done and how it can be improved.
In the end the most important things to remember are to take the time to adjust to the style of the prospect you are talking too. In sales it isn’t always a guaranteed but with a few extra pointers we can all master sales!
