3 Questions You Can Ask A Customer About Service Animals Sales Training: How to Recognize and Handle Different Personality Types

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Sales Training: How to Recognize and Handle Different Personality Types

If you’re a small business owner or manager, chances are you play the role of salesperson quite often. The better you are at selling, the more successful your business will be.

If you’re taking a “one size fits all” approach when dealing with prospects, chances are you’re limiting your sales potential. You need to recognize different personality types and modify your presentation accordingly.

I divide the prospects into 4 personality types and to make it easier to remember, I use animals and their behavior to remember them.

The animals are: Owl, Love Bird, Cow and Rhinoceros

Owls are wise. They figure this out by asking questions. They want to know all the details.

So if you’re dealing with an owl, you better know your product. The good thing is that if you answer all their questions, they are usually ready to buy.

Many sellers get along well with their customers. They talk sports, remember their kids’ names, and feed them lunch whenever they can. These customers are Love Birds. It’s called relationship selling and it works. As you discover common interests with your prospect, you create a connection. When two people discover that they have things in common, they tend to trust each other, and we all know that trust is a very important factor in closing a sale.

The cow personality type is a bit tricky to deal with. Cows have a herd mentality. They take their cue from what others around them are doing. They love referrals and are probably the easiest to sell. But there is a problem with cows. After a sale, if they talk to friends or even your competition, they may have second thoughts – you know, buyer’s remorse and want to cancel or modify their order. So better make sure they understand the features, terms and conditions.

Rhino is our fourth personality type and can be the most difficult to handle. He is usually busy and wants to get to the “bottom” or price as soon as possible. He can’t wait to hear your sales pitch and will want to take control of the conversation. So how do you handle a Rhino? Being a Rhino. Show him that your time is valuable too. Get to the point quickly and convince him that the benefits of your product or service are worth his time to review.

To be successful in sales, you must be able to recognize and handle all 4 personality types. Ask yourself this question. What kind of personality am I? Chances are, most of your customers will be a lot like you. To be a top sales person, you need to be able to sell to all types of prospects. To do this, you must recognize and adapt to all four personality types.

Once you master this concept, you’ll be well on your way to becoming a top producer.

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