Customer Personalities and a Sales Team

Very interesting article by Leslie Stretch on Entrepreneur about customer personalities a sales team need to attain.

There is no one-size-fits-all solution when it comes to finding the best sales approach. If 80 percent of potential executive buyers aren’t asking for a second meeting, according to Forrester, then how should members of a sales team tailor their approach to better understand their customers and ultimately be more successful? 

The first step in tailoring the sales experience to each individual potential buyer is to determine a potential customer’s personality type. Collecting the “digital bread crumbs” (clues left by the client in prior interactions) can provide great insight into behavior and preferences. Then take action by following the best approaches for each of the following personality types:

1. The Examiner.

2. The Responder.

3. The Idealist.

4. The Opportunist.

A sales team can adapt to a particular customer’s needs and wants by recognizing their personality. This increases sales and creates a great sales and customer experience.