Effective Negotiation Based on the Character
Posted on | January 28, 2010 | Comments Off
Selling Skill is an important one in mind when we are negotiating. James Gwee the prospect of dividing the 7 character type, where each person has one of the most dominant. By understanding this type, it is expected that a salesperson is able to place themselves in accordance with those he faced thus increasing the chance of generating sales. The point is, make them like you, it’s easier to sell your products to them.
1. Activator
Type activator is a lively and ready smile, he was put warmth in their relations, and lip service like it before in the topic. Type drive is a practical and over-optimistic. They make decisions more towards feelings than logic, so if you want to sell products to the customers of this type make them as happy as possible before offering the product. They give priority to the warmth, so as to meet with customers this type, was polite first, do not immediately offer products to sell. And do not make a detailed presentation, because this type do not like the details.
2. Types of Nervous
Type nervous have basic needs is a sense of security. When he spoke, type of nervous always complaining about the situation themselves, they always see themselves negatively. When facing this type of customers do not use a cheerful tone, and should never minimize their problems. In another type, the seller usually offers their products with exaggerated exaggerate the products they sell, but the type of nervous, the seller must say that their product is flawed, because people who type of nervous never believed that there was a perfect product. Type of nervous not make decisions on which products are the best but the decision based on which products are the least shortcomings. Do not be too much of this type had to make decisions, but try to direct the vote. So in other words, this type of customer, the seller must direct, convincing and reassuring customers.
3. Type politician
Type politicians always feel really alone and others are always wrong. The atmosphere of the room was not warm type of politician, on the office wall filled with qualifications and photographs of the officers. They are power crazy so in talking with them to elevate his ego, praise, praise them. In writing a proposal, the contents of the proposal does not need to use a large font, the font pretty mediocre, but that it must be remembered that at the name and title, do not forget him enlarge the font to make it look more prominent. Talking with this type should be a tone of admiration, because they like the admiration of others.
4. Type artist
Type an artist have their basic needs is to create something and always appreciate something creative and innovative. This type of clothing is always neat and clean although the day was in the field. Type an artist has introverted nature, he is maintaining privacy and will never ask for something personal to others, so do not ever personally ask them. This type of thinking artists are usually not thrown but talked himself in his heart, so do not interrupt to ask you something when they’re thinking. In the proposal, make a proposal colorful, not a lot of words but multiply the image, more highlight creative and innovative side of the product, packaging and service.
5. Type engineer
Type of engineer is someone who wants to solve the problem. They are very detailed. Type engineers very orderly, planned everything carefully, so do not ever see them without an appointment beforehand. In selling, the seller must have knowledge of the weight of the product to sell, make a statement on them must be supported with evidence and facts. If necessary, take our technical support if you want to sell products in this type of person, because if we can not answer questions that detail so it’s useless to people who sell this type.
6. Type energizer
Activists are able to prioritize the type of material success. They like to wear things that asphalt, a cheap-cheap, but they are not ashamed to wear it. They like things that look like the original, do not put quality, but the important thing is the cheap price. Faced with this type of person, the seller must emphasize low prices or a big discount or amount of commission earned when selling the products offered.
7. Normal type
Normal type are the people who want to be accepted by society so that they always fit so as not to appear conspicuous. Normal-type people who like a chameleon, always changing his style in accordance with the environment. So if you want to sell products in this type of customer who always compare with people generally. For example: “Most people use a product like this”, etc..