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Is there anything more frustrating than a salesperson, a customer who leaves your company to buy the same product or service from a competitor? Despite all efforts, sales evaporated, and you rarely know why. The companies that have the resources to lead, often “lost customer” surveys to find out what happened. The main reason cited for leaving a store to buy make elsewhere?

Each customer has a way he or she wants to be sold. Unfortunately, no customer will always say what it is! To find out the facts and figures about a product, you will find concrete evidence of their effectiveness, and stick to a strict budget. Or he wants to explore with you how your service could provide a unique opportunity for him, and excited with the possibilities for enriching his life to her. Although not a customer, you get to say directly how they want approached, they give you important information to be. The trick is to recognize these clues and use them.

extraversion / introversion: Do you now your focus outward to the world around you, or inside, your own thoughts?
Sensing / Intuition: Accept information about facts and details, or by the large picture?
Thinking / Feeling: You make decisions based on objective logic, or based values and relationships? Judging
/ perception: Would you prefer to organize your life and to be planned or spontaneous, and have flexible?

It is not for you to find out the nature of the personality of each individual client, nor is even possible, necessary! Although they know, give your own can be extremely useful (and can easily by the Myers Briggs Type Indicator Rating ®) acknowledge you only need to start certain behaviors of your customers with Myers Briggs personality type in your sales strategy. To further simplify things, then you need to focus on just one or two dimensions during each phase of the sales process.

Building rapport. In this phase you will focus on the extraversion / introversion dimension. Most salespeople are extroverts, but your customers are just as likely to be introverts. You will notice that introverts are often quiet voice, standing further away, and are less talkative. To create an introvert with a report to enable them to think more time and space. Do not assume that a customer is disinterested, just because they are more reserved. If your customer is an extrovert, on the other side, you will notice them more to talk loud and fast, and want things to talk to you. Engaging in their energy level can help build a relationship.

Understanding needs, providing information and exploring options. In this phase you will focus on remote sensing / intuition and thinking / feeling dimensions. Since there are two dimensions each with two preferences, there are four different types of customers in this phase:

Sensing Thinkers (ST): These customers want the logical facts in a simple manner. They are specific questions about the cost, specifications and timing. It is specific about facts such as delivery dates and prices and want to be.

Sensing Feelers (SF): These customers want the facts in a personalized way. They tend to brand or product loyalty and practical benefits to care for themselves and the people focus them. They want their needs and take care of their practical concerns to be understood.

Intuitive Thinkers (NT): These customers want an innovative solution, the individual feels to them. They want to know the long-range impact of their decision to buy. You can ask complex “what-if” questions and an informed seller you want to help clear their requirements.

Intuitive Feelers (NF): These customers want a solution that fits with their ideals. She would like the options that you feel is right that to explore in the search. You can in a stream-of-consciousness style and talk about their dreams for a product or service to speak. You want a vendor who understands their vision.

closing of the sale. In this phase, the judging / perceiving preference comes into play. Judges are more interested in making a decision to move forward, and things have settled. Perceive less driven to a decision, prefer to weigh the options and things open. Suppose you are concerned with their needs, appraiser will want to go to an ever closer. When closing the ends with a decision, you can only have out of the way! On the other hand, with Perceive resist locked in. When working with a perceiver, so they have time to explore possibilities. Do not pressure them to make a decision. Given ample time, will decide Perceive, but they are trying to close prematurely, to resist.

Now you can see how much your customers in the way they like to be addressed may vary. If you are not consciously been differences of personality, you probably approach every customer with a sales-style (very likely, feels that the revenue-style best to you!). Their style works with some customers, but not others, depending on their own preferred sales approach.

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David Bull speaks from Sales Training Expert Martin Fairn Gazing, should some of the most important considerations Highlights Company in formulating their marketing strategy.

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