As any good salesperson knows, you have to know who you’re talking to before you can sell to them.
With this in mind, you might find the Merrill-Reid method to be a useful framework for understanding your prospects.
It says that every prospect can be organized into one of four personality types: Analyticals, Drivers, Amiables, and Expressive.
Analytical personalities are cautious, methodical, and logical. You have to know your product inside and out to sell to them. Attention to detail is key!
Driver personalities are focused on efficiency. They don’t want you to beat around the bush or hype things up. Just get to the point! Make them understand how happy they’ll be with their decision and quickly close the deal.
Amiable personalities want to feel calm and anchored. They don’t respond well to pressure and will leave if you push on them too hard. Focus on making them feel comfortable – using testimonials and facts to build trust.
Expressive personalities are enthusiastic and outgoing – and they expect you to match their level of excitement. Personally connect with them and avoid being too “buttoned up.” Don’t be a salesperson – be a friend!
The key is being able to spot these personalities.
So I have a quick little exercise for you.
I want you to write down a list of 10 of your clients. Then, next to their name, jot down the personality type you think they are.
The more you practice archetyping people in this regard, the easier it becomes to approach sales in a natural and highly-effective manner.