Improve Sales - Recognize Selling and Buying Styles

Selling & Buying Styles

Selling is a People Business

Have you ever met someone whom you liked instantly? You hit it off with the person the moment you met? That’s great when it happens, especially when the other person is a prospect.

How about those times when you didn’t hit it off with the other person? You just couldn’t seem to get it together. Not so good, especially when the other person is a prospect or customer.

We’ve all met salespeople whom we wouldn’t buy from if they were the last salesperson on earth. Ever wonder why this happens?

The Golden Rule

We all know the Golden Rule:

Do unto others as you would have them do unto you.

The Golden Rule doesn’t always work when you’re selling. In fact, if you exercise the Golden Rule, you stand a good chance of annoying a large number of your prospects! Why? Because it’s the Platinum Rule, not the Golden Rule, that applies in the real world of personal interactions.

The Platinum Rule

The little known rule for improved interpersonal relationships is:

Do unto others as they want done unto them.

Or, put into terms of professional selling:

Sell unto others as they want to be sold unto.

Importance of Selling Styles

It’s no secret that people buy from people. In fact, people buy from people they know, people they like, and people they trust. That’s why it’s important for you to have an understanding of the personality of the person you’re selling to and why you need to be able to flex your own personality style when necessary and appropriate.

Selling requires the sales professional to sell to many different individuals. In addition to their own agendas, these people bring their particular personality styles to the transaction. An understanding of how their personalities, and yours, can impact the sale is important.

The first step in being able to flex your personality is to understand your own personality and selling style a bit better.

People buy from
people they know,
people they like, and
people they trust.

Once you know your own selling style and the style’s inherent strengths and weaknesses, you will be in a better position to capitalize on the strengths and minimize or work around the possible weaknesses.

Have you ever wondered why you might get along so well with some people and not so well with others? Some of that has to do with each person’s personality.

If you come across someone whom you instantly take a liking too, chances are they’re the same, or complimentary, personality as you. We’ve all heard of people who have had a “personality clash” with someone. This occurs when two people have opposite personalities.

Next time: Helping your sales force recognize styles and personalities