To be able to make more sales, we need to figure out what other people’s preferred buying behaviour is first. Every person buys differently, so there is no broad definition to go by.
This is what makes selling to people over the phone a real challenge. To be able to adapt to all of these different buyer types, you need to be able to your selling behaviour to make the process approachable and easy for each type of buyer. For more training in the sales process in the London area, check out telesales coach Simon Kenna.
To be able to adapt your selling behaviour to suit the needs of the buyer, you need to cover the main 4 buyer types.
Buyers who are analytical distrust salespeople, because they like to analyse and compare things. They like to mull things over and are wary of making snap decisions. Small talk isn’t something you want to engage in with them, and they love the details. To make a deal with an analytical buyer, you need to not be too pushy and take your time with them. Stick to the specific needs you can meet for them, and why your products or services can help them.
The Amiable Buyer
Many salespeople tend to be amiable. Looking after your amiable buyers is key because they tend to be the most loyal and unlikely to move to a competitor. Try being their friend, and seeking common ground to start the basis of a strong selling relationship. Take time to talk to them and demonstrate how low risk your solutions and services are.
The Expressive Buyer
Expressive buyers tend to be impulsive and don’t have a very long attention span. They will make quick decisions, and will get bored easily. You have to go in quickly with an expressive buyer, so you can get a sale from them while you can. Close down a sale with them that day.
This is the buyer who loves to negotiate. They want to be in control, and want you to give them what they need. Being assertive and professional will help with the driver. Use all of your facts and logic to woo them, and always keep it business like and efficient.