[h1]Skill[/h1]
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One golf lesson does not make you a golfer, just like one sale will not make you a salesperson. There is no such thing as the “Sales Personality Type.” It’s a myth and The SalesKicker can prove it. Success will come from developing the essential skills that are within everyone to become a great salesperson. What is your personality type and how does it affect your client interaction? Do you know how to “Power Listen?” Keep reading to start learning a few of these skills.
[stitle]Personality Types[/stitle]
The perception that there is one specific personality type is 100% false. There are many different personality types with different characteristics. Understanding your personality type and the personality of the potential customer you’re dealing with will help shape your interaction and create a greater opportunity for success.
These are samples of personality traits that most sales people can relate to. Find the type you feel defines you and then a personality type you may have dealt with recently. With a better understanding of personality types, could you have improved your interaction?
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[tab]High D’s are hard-driving, highly competitive, innovative and aspire to lead. They appear to move at a frantic and dominating pace and can be perceived as “control freaks.” They have a propensity to challenge authority, disdain for indecisiveness and a need to control. Their traits can make them unpopular with management, but as they are instinctively driven to succeed, High D’s can be great sales people. [/tab]
[tab]Natural followers, Leadership style based on consensus rather than authoritarian rule. Amiable and non controntational they will go to any length to avoid confrontation or conflict. Low D’s rarely rise to the C level in an organization. They have the ability to develop trusting relationships based on cheer, helpfullness and reliability, qualities that work with this sales personality. [/tab][/tabs] [/1of2]
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[tab]High E’s have never met a stranger they didn’t want to like them. The life of the party and use understanding and persuasion as a means to accomplish objectives, making them the most likely Sales Personality. They really want to make great first impressions and feel utterly rejected if they perceive they aren’t well liked. Having such an outgoing personality in sales can be helpful in sales, but also a hindrance, especially if you’re selling to anyone other than an extrovert. Selling situations often prompt extroverts to adopt the overpromise/under deliver strategy. [/tab]
[tab]Low E’s are obviously quieter than High E’s. These can be referred to as introverts. Low E’s enjoy being alone and don’t need the same amount of attention that High Es do in order to feel happy. Low Es prefer to work with similar personality types and may find it more difficult selling to highly extroverted dominate personality types. [/tab]
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[tab]High P’s are great plodders, known for tenacity and persistence; they accomplish goals by trudging through obstacles. They are thoughtful and helpful, taking the time to understand tasks before launching into action. High Ps with low self image can be plagued by procrastination however which can be sued to avoid conflict. They avoid risk rather than seeking reward which can be a challenge in the sales environment, but their nurturing persistent and thoughtful personalities are a big plus in selling overall.[/tab]
[tab]- Low P’s are fast moving decision makers. Always ready to get going and engage in projects with enthusiasm, they’re not afraid of conflict. They are sometimes referred to as ‘”steamrollers” ready to do what it takes to get things done. If not properly organized, low P’s can spin their wheels and may demonstrate erratic behavior, which is challenging in the sales environment. They do however excel in demanding situations that require quick-on-the-feet thinkers. [/tab][/tabs] [/1of2]
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[tab]High C’s are analytical in nature with a keen sense of right or wrong, good vs. bad. They tend to be formal and reserved which can be referred to as “anal retentive.” They are exact and rarely make mistakes if properly trained. They may react negatively to sudden change, especially when they don’t see the value. They have a strong respect for leadership and tend to do well in very technical areas selling to like minded customers. [/tab]
[tab]Low C’s are uninhibited, candid and love to veer from the beaten path. They have a generalist orientation to life and would rather be good at a lot of things rather than an expert at just one specialty. Usually independent, low C’s can be described as loners and consider laws and rules as mere suggestions. Their “Wild West – gunslinger” attitude makes them naturally challenging in a sales environment especially if they have to report to someone. They are creative thinkers who love operating in the abstract and do best in challenging situations that require innovative solutions to problems. [/tab]
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[stitle]Become a Power Listener[/stitle]
Think back to what you know about the 80/20 rule of sales. The same applies to your listening skills. Are you speaking 80% of the time and only listening 20% of the time? If that’s the case, you probably aren’t really hearing what your potential customer needs from you to succeed. Here are just a few simple tips to help you begin improving your power listening skills today.
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[h4]Create a Trust-Based Environment[/h4]
Creating this environment all starts with the perception your potential customer has of you. Understand your personality type and how it may interact positively or negatively with others (PERSONALITY SAMPLE LINK).
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[1of4][h4]Commit to Receptive Listening[/h4]
Committing means eliminating distractions that can derail your conversation. Avoid being near your computer, television, smart phone, etc…while you’re having a conversation. Quiet your inner distractions as well by focusing directly on your conversation partner. [/1of4]
[1of4][h4]Engage the 80/20 Rule[/h4]
It’s very simple. Make sure you are letting the client speak. Don’t ramble or go on tangents. Listen to what they’re saying & don’t formulate your response until you’ve hear d the entire thought. [/1of4]
[1of4_last] [h4]Ask Clarification Questions[/h4]
When you ask clarifications you are being an active listener. Believe it or not when you ask clarification and follow up questions of your potential customer, you are actually the one controlling the dialogue. Being an active listener in this manner puts you in control in a very positive manner.
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[/frame_right][h4]Avoid Conversation Stealing at All Costs[/h4]
Do not interrupt, talk over or take the conversation on a tangent. Nothing will cause a potential customer to shut down quicker than feeling as though you are no longer listening to them. Remember, ask questions to direct the conversation in the manner you want. You can even introduce short periods of silence into the dialogue exchange if you feel the cadence of the conversation needs to change.