- Assertive: goal-oriented, competitive, decisive, impatient, controlling, loud; more likely to speak in sentences than in questions.
- Amiable: patient, friendly, open to challenges, calm, informal; often good listeners who ask many questions and seek strong personal relationships.
When it comes to sales, understanding different types of sales personalities can help you identify potential customers and tailor your sales pitch to their needs. Salespeople come in all shapes and sizes, with different personalities and tendencies, and they all have different approaches to selling. It is essential to recognize and understand these different personalities in order to make successful sales. There are several different types of sales personalities, including the charismatic salesperson, the analytical salesperson, the technical salesperson, and the creative salesperson. Each type of salesperson has different strengths and weaknesses. Understanding these different personalities can help salespeople to better identify their target customers and tailor their sales strategies to meet their individual needs. In this blog post, we will discuss the various types of sales personalities and how understanding them can help you to be successful in sales.
The Four Personality Types & How to Sell To Them – Sales School
What are sales personalities?
Four categories of consumers are categorized by the personality archetypes known as sales personalities. These categories typically describe a person’s shopping habits, their preferences, their responses to potential customers, and their general social nature. Although there are sales pitches for each of the four categories, keep in mind that no one will perfectly fit into one. No single consumer exactly fits into one archetype because consumers are complex beings. However, understanding these customer personalities can aid salespeople in communicating with customers in a way that takes into account their general personality types.
4 types of sales personalities
The four types of sales personalities and how to sell to them are listed below:
Analytical
Consumers with analytical personality types are heavily data-focused. They care about the facts regarding products or offers. These customers might be more interested in knowing the specifics or figures of a product than anything else, and they very well might have done research on it prior to meeting you. Consumers who are analytical look for the facts about a product rather than a flashy pitch. Before making a purchase, people with this personality type might want to learn more about a product, which would lengthen the purchasing process.
You can successfully market to an analytical buyer by:
Be prepared to respond to inquiries from analytical consumers who want to learn everything there is to know about a product. Knowing about your product can help you more than making claims in business Presenting figures, statistics, and other information about your project to a potential customer with an analytical personality type can be useful. Before presenting your data to analytical consumers, think about double-checking it to ensure their complete confidence in you.
Although meeting your sales deadline is crucial, patience is essential when dealing with those who have an analytical personality type. Consumers who have an analytical personality may have the most queries and need the most information out of all buyer personality types. These customers can eventually appreciate all the information you’ve provided and use it to make a decision.
Staying literal about your product is crucial when selling to someone with an analytical personality type. Grandiose claims might boost sales with other personality types, but they don’t work as well with analytical personality types. Try to use concrete language during a sale rather than figurative language.
Amiable
Customers with amiable personality types place a premium on relationships, empathy, and trust when shopping. Although they take their time processing sales, they prioritize getting to know their sellers. People with friendly personalities might want to get to know you first before making a purchase. As a result, selling to a friendly customer is frequently less formal than in a typical sale. A friendly personality type can be open-minded and search for original solutions to issues.
Remember that someone with an amiable personality type might not have done much research prior to hearing your sales pitch, so you might want to include information about the product that they might not be aware of. But unlike the analytical consumer, amiable consumers are less likely to take in information and may find an abundance of information to be overwhelming.
You can market to someone with an amiable personality by doing things like:
Consider building a relationship during your time with the customer. Connections can lead to confidence, which may lead to sales. It’s crucial to be sincere in your efforts because people with amiable personalities might feel more comfortable purchasing from someone they have a relationship with. When attempting to sell to friendly customers, personal guarantees and accounts are valuable.
When selling to a person with a friendly personality, adopt a leading position based on expertise. Here’s where your familiarity with the subject and your faith in the brand will help. Customers you are friendly with may be more laid-back than others, making selling to them a process you can manage to close the sale. If you adopt a mentor-like strategy that is framed in the idea of giving advice rather than coming across as a salesperson trying to close a deal, prospects with amiable personality types may respond more favorably.
Customers with pleasant personalities can share a sincere faith in products with salespeople. Think about including information that a kind buyer will value, like your own opinion of the product. When you’re selling to a friendly customer, it can also be effective to mention other customers’ experiences with the product.
Assertive
Prospects with assertive personality types are straightforward, reliably transparent customers. They frequently enter a sale knowing exactly what they want, and they may complete the transaction quickly. A sale may be what’s most important to people with assertive personality types because they typically did research before approaching you. Customers with an assertive personality are determined and results-oriented.
You can effectively sell to someone with an assertive personality type in a number of ways, including the following:
When selling to clients with an assertive personality type, think about acting with greater than usual professionalism. You might need to have a lot of information prepared to talk about before they lose interest because sales to assertive customers are frequently quick. Being professional is crucial when dealing with assertive customers because it lets them know they are speaking with the right person about a product and will help them reach their objectives more quickly. The best strategy for this kind of customer would be to be honest and promise to follow up with an answer if you didn’t know the answer to a question.
Don’t stop a customer from making a purchase if you notice they don’t want all the details. Selling to someone with an assertive personality type is great because they value efficiency, so get right to the point of your pitch as soon as you can.
Demonstrate to the customer how your product can give them a competitive edge. Accentuating these features in your pitch may aid in closing a sale because assertive prospects may find appeal in advantages over competing products.
Expressive
Customers with the expressive personality type value relationships before, during, and after a sale, just like those with the amiable personality type. They might want to learn more about how their sale will impact the company as a whole or the people in charge of sales. People with expressive personalities frequently depend on intuition to help them make decisions.
When selling to a person with an expressive personality type, some strategies to consider include the following:
Consider continuing the sales relationship beyond just that sale. Customers with expressive personality types enjoy being aware of the outcomes of their sales interactions with a company. They may also value long-term relationships more than just your initial sales encounter, which could improve your chances of making sales over time.
Display to the customer the effect your good or service has on other people. Expressive customers are curious about the world around them and may find it useful to learn how your company impacts it. Case studies can be used to demonstrate the value of your products to vocal customers.
Consider making the discussion of numbers or other specifics during the sale more straightforward. Expressive customers might prefer to learn about the effects of their business decisions on things on an emotional level than on a factual one. Think about being as truthful and open with these clients as you can, as their viewpoint might influence them to make a business decision.
FAQ
What are the four types of sales personality?
- Analytical. Analytic types care deeply about data, facts, and figures.
- Collaborative. Collaborative personality types value interpersonal connections, trust, and empathy in the sales process.
- Assertive. …
- Expressive.
What are the different types of sales personalities?
- The Driver: This personality type is assertive. …
- The Amiable: This personality type values honesty. …
- The Analytical: This personality type focuses on the numbers. …
- The Expressive:
What personality types are good in sales?
- Modesty. …
- Conscientiousness. …
- Achievement Orientation. …
- Curiosity. …
- Lack of Gregariousness. …
- Lack of Discouragement. …
- Lack of Self-Consciousness.
