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.
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.
Likes ideas, concepts, and theory.
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.
Concerned with impact on people.
Feeling, sensing, emotional and sincere.
Sell the service.
Wants to please and serve people.
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.
Dreamer, concerned with big picture.
Global, concerned with impact on people.
Little preparation/quick start.
Makes gut decisions.
Offer expert testimonial.
Obstacle: Likes quick implementation
Need: Wants sense of belonging.
Wants to Be Viewed As: Important.
Buzzwords: Security, status.