Some Personality traits that can help you sell better – A sellers’ contribution
Reflecting on the early stages of my career, the invaluable sales training I received on animal traits continues to assist me in understanding prospect psychology and making right decisions during my sales calls. Understanding these traits helped not just in navigating professional settings but also guiding me in interactions with friends, family, and colleagues.
While these personality types offer a glimpse into initial perspectives, it’s crucial to recognize that they aren’t the sole determinants of a successful sales closure. The journey to sealing the deal necessitates a comprehensive approach, involving meticulous discovery, thorough research, needs analysis, and effective probing.
Let’s explore some intriguing traits and strategies for handling them effectively in your sales endeavours:
Panther:
Panthers are direct and visionary. They make quick decisions, dislike beating around the bush, and are outspoken. Their focus may lead to impatience, but their value lies in productivity.
Handling Strategy: If they’re direct, mirror their approach. Provide concise answers to their questions without unnecessary elaboration. Ask them what they require and their preferred course of action. Offer a brief benefits and features presentation. Don’t hesitate to discuss pricing upfront.
Peacock:
These individuals tend to show off, enjoy flattery, and have a vibrant and engaging nature that makes conversations comfortable. They often seek to be the centre of attention and love being in the limelight. However, they might struggle to be attentive listeners and may not focus much on details.
Handling Strategy: Keep them engaged and acknowledge their personality traits. Avoid dominating the conversation; instead, seek their assistance and refrain from direct probing. Ensure to validate their understanding of your offerings by double-checking. Cultivate a strong relationship, aiming to make them an advocate for the value of your product or solutions. Once they are on board, they will naturally support and promote your offerings.
Dolphins:
They possess a humble and calm demeanour, speaking less and demonstrating great loyalty. However, they can be sensitive and tend to keep their thoughts to themselves, which might hinder sharing complete information. They might exhibit reluctance towards change, occasional uncertainty, and indecisiveness in taking action or making decisions.
Handling Strategy: Avoid displaying aggression or excessive smartness; instead, maintain a humble and professional attitude. Focus on discussing how your offering will benefit them, their team, and the organization. Maintain a relaxed and casual conversation without appearing desperate for the deal. Share testimonials and success stories from your current clients. Prioritize emphasizing value and building a strong relationship over focusing excessively on pricing, as these elements tend to win over pricing concerns.
Owl:
These individuals excel as researchers, possessing extensive knowledge. They pay close attention to details, have low tolerance for errors, and demonstrate insightfulness, analytical skills, methodical approaches, and introspection.They make decisions only when fully convinced, often taking a while as they extensively research and gather sufficient information before reaching a conclusion.
Handling Strategy: Arrive well-prepared with ample information, provide accurate answers, and avoid sharing misinformation. If you lack an answer, graciously admit it, and commit to providing the details later. Exercise caution in divulging excessive information, as they tend to investigate and pose additional questions.
Avoid engaging in exhaustive point-by-point comparisons as they excel in this area. Focus on highlighting your offerings and be direct if they misinterpret any information. When negotiating, maintain a strong position without immediately conceding discounts or concessions.
In my experience, many Owls have purchased products or solutions from me based on discussions about trust and quality, even if I hadn’t addressed all their queries.
Finally,
I am confident that understanding these traits can guide you in managing individuals effectively and contribute to successful deal closures.
Happy Selling!!
