Relating to Customers, Selling Based on Personality

A sales management team will need to teach their representatives to sell from all possible angles, as pursuing a specific method may not work and adjustments might need to be made.

When all else fails, and value and the price of the product are not working to finalize the sale, it may be necessary for a representative to employ a more personal strategy in order to secure business from a customer.

Sales management teams may want to convey several personality-based strategies to their representatives in order to secure business with clients that are sold on factors having to do with a personal relationship. It is important for salespeople to recognize the prospect’s personality and sell them the truth, according to Barrett Riddleberger, the chief executive officer (CEO) of Resolution Systems, Inc., a sales training and consulting firm.

“Don’t ever shy away from the truth – people respect that,” the executive noted. “Especially if it relates to their business.”

If all things are equal between a sales company and its competitor, the customer will likely pick the representative that they feel they will be able to work with and trust, according to Riddleberger.

“They’re going to be able to say, at least I always know where I stand with this guy,” noted the executive. “He’s not going to whitewash it for me.”

When a representative is able to convey their message without sounding like a salesperson, the client will appreciate the diplomacy that comes with this tact and emotional maturity. After this relationship is established, it is important to let the chips fall where they may and not to overpursue, said Riddleberger.

It can also serve a sales management team well to explain to their employees that silence may be more strategic than expressing an opinion or stance that cannot be completely backed up. Sometimes representatives need to remain silent in order to see exactly what the customer wants, reported.

When dealing with a personal sale it is more important to “know yourself” as opposed to “being yourself”, as any good representative will be able to adjust the way that they act in accordance with how the customer handles themselves. Quiet confidence may serve to exude a presence that the customer may find to be knowledgeable but approachable, according to the executive.