Don’t wait too long or the opportunity will fly by. You may be able to seal the deal then and there. Since they are impulsive, keep an eye on their reactions, the moment you spot the impulse to buy, go for it. During the negotiation process, it’s important to keep an Expressive on track, so keep summarizing what’s been said and re-emphasize points of agreement. An Expressive’s decision to buy is often an emotional one so ask them lots of questions and solicit their opinions you need to make them feel connected to you and your product. Since Expressives are relationship people, it’s important to build rapport through small talk and anecdotes - these guys enjoying talking, especially about themselves. They’re likely to be creative and emotional - someone who is prone to taking risks. Unlike the Driver, the Expressive loves people and puts great value into relationships. People with this personality type are confident, enthusiastic and often spontaneous. Finally, don’t bother with small talk or personal guarantees, stick to the task at hand and focus on facts and stats. Drivers will lose respect for those they perceive as passive or weak but don’t like their authority to be challenged. It’s important to come across as assertive without being aggressive. A Driver won’t be swayed by emotional appeals so facts and logical arguments are important and always remain professional and to the point. Come ready with answers that go into specifics and speak to results and impact. Drivers like efficiency and can become quickly impatient.ĭon’t waste their time Drivers like negotiations to move quickly and will expect you as a sales pro to be polished and prepared. They probably come across as quite unemotional and as someone who likes to be in control. Here we’ll explain how to negotiate with different personality types for sales success.Ī person who falls under the Driver personality type is someone who is assertive, decisive and determined. While there are a number of factors that go into negotiation styles, a fair amount of this is down to people’s personality types. Some people tend to negotiate at a rapid speed and are all for taking risks, where others like to take their time and play it safe. If you’ve been in sales for a while, you’ll know that different people negotiate and behave differently during the negotiation part of the sales cycle. Importantly, you must be flexible and can’t stick to a one-size-fits-all approach. As a sales pro, it’s important to continue to hone your negotiation skills throughout your career.
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