In this episode we are going to look at how to overcome the challenge of conflicting personalities by analysing the four main Personality types you are likely to come across.
We are also going to be looking at a technique called a “meeting agreement”.

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Selling and Conflicting Personalities—How to Make Them Meet

As salespeople, one of the biggest challenges that we have to face is dealing with demanding customers. There always seems to be a fresh batch. Some clients are abrasive and challenging while some are frustratingly indecisive. Facing each kind of individual can exhaust our patience and even our positivity.

How then can we handle the personality conflicts that we face when dealing with clients? The key lies in understanding why each personality type behaves the way they do. Today we are going to discuss the four most common personality types and how to best handle them.

Personality Type 1: Direct

This individual is very direct in their approach to people. They prefer to be in control of every situation they find themselves in and tend to be very forceful regarding their ideas. Dealing with this personality type can prove to be intimidating, as their aggressive attitude can manifest itself in finger pointing and frequent interruptions.

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Personality 2: Talkative

This individual is the direct opposite of the direct personality type. Whereas they are results-oriented and direct, this personality type is very egocentric and talkative. Characteristically, individuals who fall under this category are often late for appointments and prefer talking a lot about themselves.

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Personality Type # 3: Steady

This individual is not as easy to read as the first two personality types are. They are soft-spoken and mainly focused on their team rather than on personal results. Customers who fall under this category are often reluctant to make an entrepreneurial decision without opting to think things through.

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Personality Type # 4: Analytical

The last personality type that we will consider today is the analytical type. This individual is considering every detail and specification relevant to the product or service that you are offering. For this person detailed product information will not be complete without written guarantees and proper documentation to back up your statements.

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Once you understand how each of the four personality types mentioned above operate, you will know exactly how to tailor your approach. Moreover, this will help you generate more sales.

Eliminate Mutual Confusion

Problem: Ever go on a sales call where there seemed to be little structure, where both parties seemed to be on different pages, where expectations were not met, and little was accomplished? Even worse, you expected something positive to occur but simply got a lukewarm response such as, “Give me some time to think about what we’ve covered. Call me in a few days.”

Opportunities are squandered and the buyer seems to be in control.

Analysis: All too often sales calls are unstructured; objectives are not determined or communicated. Winging it seems to be the primary strategy employed by the salesperson. Assumptions are made that the buyer knows why you’re there and no clarification of purpose is needed.

Solution: The key to successfully implementing the Common Sense Selling approach and taking the lead in the selling interview is to agree early in the meeting as to exactly what the agenda will be.

You must determine with your prospect the amount of time available for the meeting, what the prospect would like to accomplish for it to be a successful meeting, obtain permission to ask questions to get a better understanding of the prospect’s needs, and agree that at the end of the meeting, at the very least, you’ll make a decision as to whether or not to continue talking.

If you have a very clear meeting agreement, you’ll build tremendous rapport with the prospect, improve communication significantly because both parties have the opportunity to ask questions, eliminate premature presentations, get decisions and eliminate “think it overs” and, most importantly, take leadership of the selling interview.

In addition, your prospect will visibly begin to relax when they hear that the you are comfortable with hearing “no.”

The meeting agreement is one of the most effective selling tools you’ll ever own…master it and you’re well on your way to becoming a true sales superstar.

Download the Podcast Transcript CLICK HERE

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