Influencing for Sales

Even without the NocNocK tool you can get a good idea of what a person’s personality type is by observing their Naturally Occurring Characteristics. All of these personality characteristics have different concerns, hopes, wants, and all of them are influenced by different strategies.

In Sales:
• The Directive Personality type wants you to get to the bottom line, as fast as possible.
• The Expressive Personality type wants to like you (and you to like them).
• The Considerate Personality type wants to be able to trust you.
• The Systematic Personality type wants information and lots of it.

It can be infuriating to give a sales pitch that has good intentions attached to it, but does not convince anyone. Successful sales professionals can read the personality style of a customer and are able to adjust their style according to that of their customer to meet their needs. By learning to observe the customer’s naturally observable characteristics one can adapt the techniques used in flexing traits for influence to be tailored to the personality of the customer, which is often the key to closing higher level business deals.

To gain an understanding of the customer style or sales style that you have, or to learn how to become the salesperson your clients want, you need to check our on-line courses. We have a course on “Behavioral Selling” that includes all the things you need to know about how understanding your client’s traits can be used in sales to establish goodwill, build trust, motivate others, and close deals. Here are a few tips for aligning with your client’s style.

Directive Style Sales Adaptations
When working with a Directive, remember that results are what matter most to this client. The High Directive Style prefers to act quickly and decisively, and will want an agent who is able to move forward with requests as quickly as possible. The High Directive Style will be demanding and will expect others to be available to them immediately. Don’t keep a High Directive Style waiting and please, don’t ramble. The High Directive Style doesn’t like to waste time. In dealings with a High Directive Style, sales professionals should be confident, optimistic, and quick to act.

Expressive Style Sales Adaptations
The High Expressives will want to build a friendly relationship with a sales professional. A High Expressive will work with an agent that they instinctively like. Sales professionals working with High Expressive clients should present themselves as friendly, outgoing, and creative. When dealing with a High Expressive, sales professionals should try to make meetings pleasant and conversational. They should also be careful not to present too many “overwhelming” details.

Considerate Style Sales Adaptations
Don’t push the High Considerate style individual. They are resistant to change and hard closers can be a big stressor for the High Considerate. High Considerates will look for a sales professional who is loyal, trustworthy, and agreeable. A Considerate will appreciate someone who is able to clearly define the process and be transparent throughout the process. When working with a Considerate, be careful not to be too pushy, confrontational, or aggressive.

Systematic Style Sales Adaptations
The Systematic personality style appreciates a sales professional who is organized, prepared, and detail-oriented. They don’t need someone to spend time with chit-chat. A Systematic Style won’t be charmed into action. A Systematic personality style will be motivated to act when the sales professional provides enough data for an informed choice. The Systematic will tend to ask a lot of questions throughout the transaction, so if you are working with a Systematic Style, you should be well-prepared, well-informed, and willing to give thorough explanations.

Get in touch with us to find out how NocNocK and Behavioral Selling can help you build trust and rapport with your clients and help you close the sale.

Charlie Sheppard is President of Sheppard Partners, Inc., a company on the forefront of next-generation behavioral assessment technologies. Sheppard Partners is an organizational development consulting company that focuses its efforts on helping organizations create high performance cultures. He brings experience in organizational development, specializing in the assessment, design, and delivery of development programs with an emphasis on strategic alignment, leadership development, team development, and negotiation skills. By developing innovative technologies and delivering creative solutions, Sheppard Partners is an active partner in the selection process, in the creation of effective teams, and in ongoing organizational development. Charlie coordinates the activities of Sheppard Partners consultants and serves the firm as the lead developer of assessment technologies and courseware.

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