What is decisive for your client?
In my blog How do you increase your likeability factor? Who do I talk to? I discussed preparing for a client meeting and the 3 steps to discover more about your client's personality. In this second part, I'll take you through the question:
What is decisive for
your client to award you that assignment?
Consider different customer types and their preferences
Process Communication Model identifies six personality types that we all possess. Each type has its strengths and preferences in communication and motivation. And a different combination is central to each of us. This applies to your client too! The key to building and maintaining that genuine connection? Adapt your style to your client's preferences. Avoid missteps in your client conversations by adjusting your communication style to the different client types and their preferences.
Provide thorough and complete information
Some customers want to be informed down to the last detail.
They often come up with ideas or solutions themselves. What does this
mean for you as a salesperson?
- Be curious about the client's analysis and solutions and appreciate their
contributions or ideas. - Focus on the facts and provide the customer with thorough and complete information.
- Ask the client what they need to reach a decision.
Be credible and respectful
Some customers find it important that the
salesperson addresses them with respect, despite possible disagreements. What does this mean for you as a salesperson?
- Genuinely respect and trust the client.
- Appreciate the customer for their conviction.
- Ask the client what matters to them.
Offer genuine personal attention
Some customers appreciate it when they notice that
as a salesperson, you prioritize the personal relationship. What does this
mean for you as a salesperson?
- Create an environment where the client feels comfortable.
- Let the client know that you are happy to take the time for them.
- Show your feelings to the client and be empathetic.
Provide time and space
Some clients have a strong imagination
and need time and space to process information. What
does this mean for you as a salesperson?
- Engage the client's imagination.
- Provide the client with concise and clear instructions.
- Allow the client time and space to withdraw, reflect, and possibly
come up with new ideas.
Be proactive and direct
Some customers like to see the salesperson show initiative,
be clear, and act swiftly. What does that mean for you
as a salesperson?
- Don't make small talk; get straight to the point with the customer.
- Be proactive, direct, and clear with the client.
- Challenge the client by proposing something special to them.
Be spontaneous and creative
Some customers like to see the salesperson appear relaxed
and creative. What does that mean for you as a salesperson?
- Be open to spontaneous customer reactions.
- Allow the client space for imagination and new ideas.
- Use humor to keep client interactions light and engaging.
Do you also want to increase your ability to win people over?
To 'gunnen' means to want someone to receive something. How wonderful is
it when your potential client expresses a desire to work with you
because they feel a connection. This connection was established because you know how
to make successful contact and what is needed to persuade. This way, you enhance
your appeal and trustworthiness!
Do you want this too? Then sign up
for a sales training and learn more about the different personality types within us and how you can use this to become more successful in your business.
Do you have a sales team that you would like to offer this for their personal development?
Please contact us.
