A recent article, How to Sell to the 5 Types of Decision Makers by Aja Frost says the average person makes lots of decisions every day from insignificant to crucial. Therefore, as a salesperson, you are responsible to offer what your buyers are looking for.
A research revealed five distinct types of decision makers. Figure out which type of decision maker your buyer is to ensure you’re not selling the wrong way.
1. Thinkers
- Speak carefully.
- Wide reader.
- Seek out as much information as possible.
- Highly logical.
Win their trust by explaining the possible obstacles of the deal, your product, or strategy. You’ll be most successful if you present all the facts they need and let them draw their own conclusions.
2. Skeptic
- Suspicious.
- Domineering.
- Fearless to speak their minds.
If possible, get a referral from someone in their circle. Be as diplomatic as possible. Pay attention to common traits (personal and professional) because they are less cynical to people who are similar to them.
3. Charismatic
- They are easily thrilled by new ideas.
- Energetic.
- Talkative.
- Result oriented.
Avoid getting caught up in their excitement. Back up your claims with facts and data to get their support.
4. Controller
- Sensible.
- Organized.
- Accurate.
- Detail-oriented.
Present clear-cut and data-backed explanations to build foundations. Once you’re done, don’t rush them into a decision otherwise you will not be able to win them. Give them time and space to make their decision.
5. Follower
- Responsible.
- Fairly cautious.
- Extremely thorough.
- They’re not impulsive; they only do/buy something if they’ve already proved successful implementation/result.
You should lean heavily on case studies, customer testimonials, and fully documented results to win their trust.
Conclusion
You’ll be able to win your prospects if you tailor your approach to their way of thinking. Likewise, a prestigious business location is a winning factor. YourOffice Denver has come alongside dozens of business looking for everything from office space Denver to meeting space Denver. We know your business is unique, and your office space shouldn’t be any different. Let us match the perfect space or service to fit your business needs.
We hope this article has been an informative one. Let’s see your comments below and visit us also on Twitter and Google Plus.
