Good communication skills are therefore a must for all sellers - whether they are shop assistants, telephonic salespeople or company representatives - as being able to adapt your sales approach to the customer's needs almost always has a more positive effect than simply launching into your usual spiel.
Take for example the Demanding, or D-Style client. This customer is very vocal and doesn't care how things work, just as long as they do… and right now!
If you can quickly identify which category this customer falls into you'll be able to react appropriately, which in this situation would be to portray confidence, use a strong handshake, speak clearly and maintain strong eye contact.
For this client you would also use keywords such as "fast", "unique", "immediate", "results", etc. and ensure that you never appear unorganised, make decisions for the client or waste his time with idle chitchat.
Tailoring your sales approach to suit the personality type of your client is one of the easiest and most effective ways of increasing your overall sales. All you need to do is take the time and effort to learn and understand how personality profiling works; the rest follows naturally.
Staff Training explores Personality Profiling in its Sales Training workshop presented nationally all year round. Contact info@StaffTraining.co.za for more information or call (021) 839 3021