Highly assertive and responsive they have a short attention span, but love being sold concepts and ideas. Match their behaviour, but understand that you may need to put them under a bit of pressure to get a decision. They prefer to share the decision and therefore the risk by involving others.īuild a relationship with them. Unfortunately they are poor decision makers. They lack assertiveness and are easily manipulated. Give them evidence that your solution is best. Prepare a logical case for choosing you over the competition. To sell to them you need to be more analytical yourself and match their behaviour. They are poor decision makers unless there is a clear and logical reason for choosing your solution. They ask technical questions and tend to buy slowly.
They are into the detail and aren’t really interested in developing personal relationship with the seller. The analytical buyer likes to analyse things. There are four basic styles of behaviour and these are determined by the way in which people relate to one another. Some buyers make purchases on impulse others take their time and try to avoid risk. Some people need a lot of information and detail, for others a sheet of A4 with bullet points is all the information they need. Some people prefer to buy quickly, others slowly. Let’s take a look at the different kinds of buyers from a salesperson’s perspective.ĭo you buy slowly, quickly or even impulsively? It is a fact that everyone buys differently. To understand human behaviour is one feature of modern relationship selling when selling to a wide range of people. Do you sometimes wonder how a salesperson managed to convince you of buying a product you weren’t sure about before? The answer is easy: salespeople know how to place potential costumers into categories. This article is based on the free ebook "Closing the Sale"Ĭhristmas shopping might be over, but there is a lot of shopping coming up in 2012.
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