“A sale is not something you pursue; it's what happens to you while you are immersed in serving your customer”
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“Eveyone lives by selling something”
- Robert Louis Stevenson
All styles can sell. It just depends on what’s being sold as to the style best suited to the job. It’s not so much about the content but how you deliver it!
ARE YOU A DRIVER SALES PERSON?
Drivers are results oriented and sell by telling in a strong and direct manner. They expect buyers to decide quickly based upon key data and perceived benefits and results.
Drivers prefer quick decisions and bottom line results and use fact not emotion to make the sale. They don’t like long sales cycles or detailed technical sales. Drivers prefer to sell on benefits and the “big picture”.
ARE YOU A PROMOTER SALES PERSON?
Promoters are relationship focused and sell by telling in an expressive accommodating manner. They expect buyers to be quickly influenced by them and make decisions based on their relationship.
Promoters prefer quick decisions and use emotion. They sell using benefits and the “big picture”. Very ‘people oriented’ and ‘relationship based’. Unstructured and not good with details, they focus on the present and the future. Promoters are visual and imaginative.
ARE YOU A SUPPORTER SALES PERSON?
Supporters are cooperative in nature and sell by asking in a calm accommodating manner. They expect the buyer to progress steadily toward a decision as their relationship develops.
Supporters prefer to cooperate with customers and are willing to hang in for long sales cycles requiring nurturing relationships and providing detailed information. They process logically and present the same way. Personable but can easily be discouraged.
ARE YOU AN ANALYSER SALES PERSON?
Analysers are deliberate and sell by asking in a controlled, logical manner. They expect the buyer to decide after all the facts are known.
Analysers prefer to sell based on technical information, structured and logical presentations that go into detail. Sales are made at a slower pace and customers are not pushed into deciding quickly. Well organised and prepared Analysers are best where good people skills are not required and where products are more conservative and technical.
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“There are two types of people in the world. Those who walk into a room
and say ‘There you are’ and those
who walk in and say “Here I am’”
- Abigail Van Buren (Dear Abby column writer)
We can theoretically divide people into two buying groups - Dynamic buyers and Discerning buyers.
The Dynamic buyers (Drivers and Promoters) are the ‘extroverts’; they make buying decisions quickly and they are fast movers. They’ll say “I know exactly what I want”; “are you sure you know what I’m talking about?” “Can I buy it now?” or “how soon can you deliver”; “Is this the latest version” or “I’m the customer and I want this with that”.
Discerning buyers (Supporters and Analysers) are the ‘introverts’; they prefer to do their research thoroughly before buying and like to take their time to decide. They’re in no hurry. They want all the facts and want to read all the literature. They will say “what is the warranty”; “Is this a proven product”; “how long has it been on the market”; “how many have you sold”; “how long have you been selling this”; or ‘is this your best seller”.
In selling any product or service you need to know who your customer is and what type of buyer they are. If you think like them and present like them, then you will close every sale.
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“Sales are contingent upon the attitude
of the salesman – not the attitude
of the prospect”
- W. Clement Stone
Increase your sales success by 75%
The sales process starts by knowing who you are and how your personal style can make or break a sale.
People buy and sell using FOUR different sales languages.
Your selling style is one of them. Learn to speak the other three – if you don’t you reduce your potential market to 25% of prospects. Learn to speak a language your customers understand. To be truly effective, you must SELL the way your customers like to BUY.
My Sales Success shows you how to develop great ‘people reading skills’. People reading skills are an essential ‘weapon’ every professional sales person must have.
If you can read your prospects in a few moments you have the edge in closing sales. My Sales Success uses practical sales psychology tailored to match your selling style.
Does your sales job fit your style?
My Sales Success quickly identifies your behavioural traits and guides you on how to improve your sales success. It also tells you which sales jobs match your selling style. It explains how you can improve your sales results by understanding the different ways customers like to buy.
This knowledge will put you in sync with your customers and you will learn how to think like them so that the message you deliver is exactly what they want to hear to make a buying decision.
Apply winning techniques
If you want to become one of the top sales achievers in your industry or if you’re building a dynamic sales team, My Sales Success will guide you and your team to new heights and customer satisfaction.
Used for sales development in all spheres of selling, My Sales Success can be used to discover and develop the sales styles of your sales team or candidates applying for sales position.
