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Monday, September 25, 2006

Client Based Selling

Do you sell to clients the way they buy, or the way you want to sell? We know that people like to do business with people that they like, trust and feel comfortable with. People like to buy from people similar to themselves. One of the most powerful courses I attended many years ago was one about dealing with different personalities and being able to adapt your selling style to suit the client’s way of buying.
It made me realise that everyone is different; there is no wrong or right personality style, people are just different and as great salespeople we have to have great versatility to recognise their style immediately and adapt ourselves to make it easy for the clients to want to do business with us.
There are many styles and sub styles, but I am just going to highlight the four major styles over the next for issues of the newsletter, see if you can recognise your clients that fit the profile or indeed which style you are. This month we take a look at the task focused buyer:
Task Focussed buyers


STRENGTHS
Determined
Assertive
Efficient
Decisive
Thorough


WEAKNESSES
Pushy
Severe
Tough-minded
Dominating
Harsh


BUSINESS ATMOSPHERE
Wants to reach a decision quickly
No small talk
No time wasting


WHERE YOU FIND THEM
Decision Makers
Directors
Management
Politicians
Self-employed business owners


OFFICE
Efficient
Picture to fit office, Awards (no posters or slogans)
Desk may be packed with work materials
Desk used as a barrier


ATMOSPHERE
Businesslike


PRIORITIES
Disciplined - Wants effectiveness and efficiency


YOUR PRODUCT
What your product can do


PROBLEM SOLVING
Support their ideas
How to win them over
Impress them by: Getting to the point
Ask questions that: Are relevant
Support their: Actions
Demonstrate your: Experience
Make benefits: Tangible & concrete
Show commitment by: Getting things done
Be impressed by their: Strength
Best close: Be direct


More in the next issues on how to deal with other types of buyers.
Take a listen to a cut on Client Based Selling

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