Prospect Personality – When Your Prospect Buys
There are 4 types of Buying Personalities. You may have one or all 4 depending on the product. Price, availability, use, and other factors impact the personality of the buyer for a particular purchase. Understanding the prospects’ personality is important to developing a sales plan, tactics and presentation of the product.
Price Seekers:
Logical, organized, action oriented.
Sell the facts.
Thinker – Wants a lot of data.
Practical, Reality based.
Likes information and research.
Make an appointment. Be on time. Provide proof.
Obstacle: Gets bogged down in the detail.
Need: Wants a deal. Lowest price is Important.
Wants to be Viewed As: Shrewd Customer.
Buzzwords: Discount, Lowest Price.
Quality Seekers:
Likes ideas, concepts, and theory.
Intuitive thinker.
Sell the options.
Bold, acts quickly.
Innovation – enjoys change and risk.
Provide Direct, Brief Answers.
Obstacle: Test it, then see if it works.
Need: Wants best quality. Price is secondary.
Wants to be Viewed As: They are the Best. They feel special.
Buzzwords: Performance.
Service Seekers:
Concerned with impact on people.
Feeling, sensing, emotional and sincere.
Sell the service.
Wants to please and serve people.
Harmonizer.
Emphasize benefits that reduce risk.
Obstacle: Likes status quo/resists change
Need: Wants to feel like you care about them. Problems addressed quickly.
Wants to Be Viewed As: Significant.
Buzzwords: Convenience, customer service, warranties.
Satisfaction Seekers
Dreamer, concerned with big picture.
Global, concerned with impact on people.
Intuition/feeling.
Innovator, action.
Little preparation/quick start.
Makes gut decisions.
Likes brainstorming.
Acts impulsively.
Selling idea.
Offer expert testimonial.
Obstacle: Likes quick implementation
Need: Wants sense of belonging.
Wants to Be Viewed As: Important.
Buzzwords: Security, status.
