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Thursday, December 28, 2006

Client Based Selling - People Focused Buyers

In the last issue we looked at Task focused buyers. Now we will see what motivates the relationship based, enthusiastic buyers and how we can recognise and adapt to get the best results when selling to them.

Relationship focused buyers - Enthusiasts

STRENGTHS
Personable
Stimulating
Enthusiast
Dramatic
Inspiring

WEAKNESSES
Opinionated
Excitable
Undisciplined
Reacting
Self Promotional

BUSINESS ATMOSPHERE
Open, friendly and enthusiastic
Wants proof of your success

WHERE YOU FIND THEM
Trainers
Salespeople
Sales Managers
Creative, Advertising & Media people


OFFICE
Motivation is the theme
Walls contain recognition certificates slogans, posters
Open friendly atmosphere
Office appears disorganised

ATMOSPHERE
Open and enthusiastic

PRIORITIES
Develop the relationship

PACE
Quick

ABOUT YOU
Who are you/ your thoughts /who you know/ who uses your product

WINNING ACCEPTANCE
Give recognition and praise

YOUR PRODUCT
Who has used it

PROBLEM SOLVING
Support their dreams, ideas and ambitions

DECISION MAKING
Testimony and incentive

How to win them over
Impress them by: Your flexibility
Ask questions that: Support their dreams
Support their: Ideas
Demonstrate your: Originality & creativity
Make benefits: Innovative
Show commitment by: Giving fresh ideas
Be impressed by their: Achievements
Best close: Be direct