Selling is all about being able to connect with people and build relationships, but since all people are different they require different approaches.
If you meet everyone with the same style you will put some of, some will find you interesting and others will neither be impressed or annoyed.
Your job is to be attractive to as many people as possible, therefore it is better to adapt your sales style by listening to what type of person your customers are.
There are many different ways to devide people
If you ask sales trainers and coaches, they will have dozens of ways in which you can divide people.
An easy approach is to divide them in three: Direct, Talkative and Careful.
Direct people
No nonsense people, who try to optimize their time as much as possible.
They do not have time for or an interest in small talk, they want to be as rational as possible and try to gather facts to support their decision.
To be an interesting partner you have to be prepared to quickly reply to their inquires in a professional manner. When they have a question answer it directly and keep providing reasons and value for them to purchase your service.
Your appearance will be very important; you have to look and feel professional. At least shirt and tie is recommended.
Talkative
Personally I am best at selling to talkative people, they buy mostly based on emotion and want to do business with people they like.
If you got a good sense of humor, now is the time to use it.
Talking about things that have nothing to do with the task at hand is a great way to gain their trust and build a rapport.
This done, only a few rational reasons will do to make them buy your product or service.
The most important thing here is to smile, even if you are talking on the phone, sound happy and you will make a connection.
Careful
All of us have a streak of careful in us, but some people are very preoccupied with not making a mistake, with what their colleagues or bosses will say and will do anything to keep the status quo.
In this case you have to prove how this decision will make them look good to their bosses, make everyone’s life easier and show them that it isn’t that much work, it won’t change the status quo all too much.
If you do not take your time to dispel their fears, they will not be open to any rational arguments.
Conclusion
Just like at a dinner party, everyone will need to be approached in a certain way; your job is to learn how to approach your potential customers.
This is the reason people skills are so important in sales, luckily this is something anyone can learn, even if you aren’t gifted from the get go.
Spend some time talking to new people and notice the difference in how people talk, act, use their body language and their styles. This will help you immensely when you talk to your customers.
