In the last issue we looked at Task focused buyers. Now we will see what motivates the relationship based, enthusiastic buyers and how we can recognise and adapt to get the best results when selling to them.
Relationship focused buyers - Enthusiasts
STRENGTHS
Personable
Stimulating
Enthusiast
Dramatic
Inspiring
WEAKNESSES
Opinionated
Excitable
Undisciplined
Reacting
Self Promotional
BUSINESS ATMOSPHERE
Open, friendly and enthusiastic
Wants proof of your success
WHERE YOU FIND THEM
Trainers
Salespeople
Sales Managers
Creative, Advertising & Media people
OFFICE
Motivation is the theme
Walls contain recognition certificates slogans, posters
Open friendly atmosphere
Office appears disorganised
ATMOSPHERE
Open and enthusiastic
PRIORITIES
Develop the relationship
PACE
Quick
ABOUT YOU
Who are you/ your thoughts /who you know/ who uses your product
WINNING ACCEPTANCE
Give recognition and praise
YOUR PRODUCT
Who has used it
PROBLEM SOLVING
Support their dreams, ideas and ambitions
DECISION MAKING
Testimony and incentive
How to win them over
Impress them by: Your flexibility
Ask questions that: Support their dreams
Support their: Ideas
Demonstrate your: Originality & creativity
Make benefits: Innovative
Show commitment by: Giving fresh ideas
Be impressed by their: Achievements
Best close: Be direct
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