Increase Your Selling Effectiveness!

In an environment where each and every sale seems just that much harder to achieve than the last it is imperative to find more efficient ways to convert prospects into customers.

Those sales people that excel at closing sales are already tuned into the buyer’s personality type which dictates their preferred buying preferences hence increasing their ability to close the sale. By better understanding the prospect’s personality you can better plan your actions to meet their personal buying style and in the process win more sales.

Buyer Personas

  1. Decisive: Solves problems in a decisive, active, and assertive manner. Is proactive, results driven, and wants to win. They may seem pushy and overbearing, and may lack tact. They are often pretty demanding and wants things to happen their way and in their timeframe.
  1. Collaborative: Likes to solve problems with other people. They are deliberative, tactful, diplomatic, and adaptable. They are likely to be respectful of you and everyone else.
  1. Relationship: Social interaction and engagement are important to them. They are enthusiastic, a creative problem solver, a team player, and (of course) a relationship-builder. Likes the big picture, and are not shy about taking up a lot of air time in discussions.
  1. Sceptical: Are introspective and are reserved critical thinkers. They won’t embellish and don’t want you to do so either. It takes a while to develop trust with people and they don’t mind being called a sceptic. They are proud of the realism they bring to the table.
  1. Gradual: Slow and steady wins the race. They prefer stability and security and are dependable team players. They are patient, empathetic, and service-oriented. They see themself as the steward of the organization. Boat rocking is not their thing.
  1. Warp Speed: Wants it done yesterday. It doesn’t matter what “it” is. They are change agents. Have a strong sense of urgency; makes decisions quickly and often spontaneously. Open to taking risk. Having multiple initiatives going on at once doesn’t bother them one bit. They like the big picture, and get bored with too many details.
  1. Analytical: The way it’s been done, established methods and data are important to them. This doesn’t mean they won’t lead the pack and do something new; it just takes a lot of processing for them to take a leap of faith. They are cautious, follow rules, procedures, and established standards. They are comprehensive problem solvers.
  1. Innovator: When it comes to rules, procedures, and how things were done before, they couldn’t care less. They develop ideas and strategies independent of rules. They are informal and solve problems creatively. Boundaries are for testing, pushing, and crossing.

Recognising each buyer’s persona is only half the battle. If you would like to know more about how to better cater to each buyers preferred buying style then contact us today!

Richard Kemp – Watts Price Accountants
E: richardk@wattsprice.com.au

The advice provided on this Article is general advice only. It has been prepared without taking into account your objectives, financial situation or needs.