Wouldn't it be wonderful if you had all the right words to close a
sale all of the time? Even though that never happens, you can
increase your closing percentages by understanding the four most
common personality types. Each of these types is easy to spot by
the type of office they have and by the way they speak, if you know
what to look for.
Personality Type One: THE DIRECTOR
This person likes to maintain control at all times. S/he
accomplishes a lot in a short period of time. It is best to be
brief and to the point with him/her so as not to lose your
opportunity to do do business because of your inabilty to get to
the point. The Director's office is usually big with a large desk,
which s/he sits behind during your visit to the office. Plaques of
his/ her achievements adorn the walls.
Personality Type Two: THE SUPPORTER
This person responds best to sincerity and agreement.The Supporter
does not like controversy, and is likeable, loyal and patient. A
pleasant approach will win you points with this personality type.
Any sign of insensitivity or impatience will lose you the sale. The
Supporter's office is friendly and neat. In most conversations, you
will not be separated by a desk. Pictures of his/her family can be
seen.
Personality Type Three: THE THINKER
The hardest to communicate with, this type of personality is
precise and organized. In order to gain business here, you must go
step-by-step through all facets of your presentation. The use of
facts and logic will help you. However, you will be unable to
accomplish your goals with this person if there are surprises or
unpredictability. In his/her well-organized office, where
everything has it's place, you will probably find charts and graphs
on the wall.
Personality Type Four: THE ENTERTAINER
An appointment with this personality type will no doubt leave you
laughing. This person has lots of charisma and can be very
persuasive. Be careful you don't get sold something while you are
there making a presentation for your product or service.
Entertainers don't like boredom or routine. You will make headway
by being flexible and letting them talk. The chances are, the
office looks like a bomb went off in it! If you can see the walls,
there are probably motivational sayings on them.
There is probably a little of each of these personality types in
all of us, but usually one type is more predominant than the rest.
Being able to quickly determine the type of person you are
attempting to do business with will go a long way in building
stronger relationships-faster!
To help evalute what personality type you most resemble, visit
http://www.profnet.org and take our Personality Profile. The
results will be returned to you by Email.
Nancy Roebke, is the Executive Director of Profnet Inc, a
professional business leads generation corporation. We bring
business professionals together in a non-competitive environment to
help each other make more money.
Nancy Roebke - mailto:execdirector@profnet.org
http://www.profnet.org
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