Look - see how long you can persist

The smooth type (P type) is a person who pursues peace and stays low-key, and is very easy-going and non-offensive. They are reluctant to compete for such honours as "Sales Champions". They are more willing to be a spectator and listener. So we like to use "see" to describe the uniqueness of the smooth type.

The stable type does not like to "say more and say more and do more", but likes to "look more and watch more and rest." People who do not understand smooth people generally may think that he is a very “casual” person. If a stable person is not a “person” casually, it is like a “god” and he is silent for a long time. If it is a smooth type with an excessively dominant character, let us feel how incredible it is to have a smooth type of “did not hide.”

When you are selling with a stable client, you must take the middle route instead of taking your own route. The healthy, stable type has a good sense of compassion and tolerance. If salespeople hang around, they sometimes give up their positions and principles. In real life, we see customers of this type of character. Buying things back is generally not what he really needs. It's interesting.

Therefore, it is necessary to grasp this point well with sales of stable customers, try to persuade and understand his real needs as much as possible, and if it fails to reach cooperation, it is also necessary to maintain an unremitting attitude because the people of the smooth type appreciate a perseverance. people. The ideology and attitude of the stable type are: "As long as you are good to me, we have reason not to be good to you." When you understand the character of the smooth type, when appropriate, you should use the character strengths of "seeing". necessary.

Think - think too much you have to go crazy

Perfect type (M type) is a person who pursues perfection and strives for perfection. At the same time, they are good at thinking and sensitive details. So we like to use "think" to describe the unique features of the perfect model. When we do sales with sophisticated customers, we must grasp systemic, logical, accurate, and relevant effective data.

A well-established customer is generally slower to make a purchase decision, and is slower than he is thinking. Therefore, we cannot be eager to achieve success, and we must slowly burn in a fine fire until we have boiled down the perfect purchasing desire. Perfect customers are generally deep and inaccessible, generally do not understand the perfect character, and may think that perfect people are very clear.

In fact, in our opinion, perfect people want to enjoy the pleasure of thinking slowly in a certain period of time. Perfect customers have negative thinking habits and the nature of super-sensitive details. If you can understand and enter the perfect thinking channel, perfect customers will gradually accept your sales. Therefore, our sales goals can be achieved. Therefore, we must use the character strengths of "thinking".

Say - There must be a way to persuade customers

The active type (S-type) is a person who pursues happiness and escapes pain. At the same time, he is also a casual and changeable person. Although their advantages are many, the disadvantages are also obvious. So we like to use "say" to describe the uniqueness of the active type. When we do sales with active clients, remember that we must praise and admire him more than that. Do not deny him and refute him. In my article "Difficult to tell the truth" and "Good to hear lies," I have already mentioned that the active type is a "big butt and fart" person.

The typical active type wants to receive praise and recognition from others every day. They think that this is good and life makes sense and happiness. This type of typical active person thinks "As long as I'm happy, everything is negotiable."

Therefore, it is necessary to pay attention to his emotional changes when doing sales with active customers. Even if he promises to cooperate or trade with you, it may not be a true response, or it may be an impulsive or casual promise.

Therefore, we must seize the right opportunity, in the case of three minutes of warmth must be required to trade customers, or the efforts in front of their work. Therefore, the character advantage of "say" is brought into play.

Do it - die if you can't do business

Competence type (C type) is a person who pursues success and never fails. Competence type is an efficient worker and actor. So we like to use "do" to describe the uniqueness of the competency model.

When we do sales with competent clients, we must grasp the general direction, major points, and major structures, as well as relevant effective customer witnesses. As far as the small details are concerned, we can temporarily ignore them. Because ability-type customers think trivial matters should not affect his buying decision; if you always focus on the details, competent customers will feel that you are wasting his working hours, and the ability-type person Working hours are more sensitive.

When we do sales with competent customers, we must be quick and know what our purpose is. We must know how to burn iron and burn it until we have the ability to buy red.

Competent customers are generally more straightforward and relatively easy to access. Generally do not understand the ability-type character, maybe you will feel that the ability type of people is very "overbearing." In fact, the ability-type person just hopes he can control and enjoy the pleasure of control. Competence types have a quick habit of thinking and criticizing the nature of others. If you can understand and quickly enter the ability-type thinking channel, competent people may feel that you are a person with personality, so there is hope for achieving your sales goals. We must use the character advantages of "doing".

Whether you are doing sales negotiations or networking, use our golden principles of character analysis and interpersonal communication: “Treat others in ways that suit the personality and preferences of others!” Instead of communicating in the way you like and fit. Communication is sales, and understanding people with different personality qualities is the beginning of successful communication!