Use Sales Dimensions® to help you sell!
There’s an old saying, “Sell them the Sizzle, not the Steak”, however many people struggle to figure out just exactly what the sizzle is, and it’s different for different personalities. Many sales professionals still use outdated selling methods – the hard sell – pushing a product or service (it slices – it dices!) Focussing on the features of the product or service. These days that just doesn’t work. What really works is Relationship selling, creating rapport with the client, getting them to like and trust you before you sell. Sell your prospects on what your product or service can do for them, in other words what are the benefits? What’s in it for them? To do this you need to get inside the heads of your prospects and figure out – what motivates them to buy… and that’s where Personality Dimensions™ can help.
What turns you off as a buyer? I know what turns me off – people who are pushy and tell you that you really must have their widget, product or service. PLEASE! Cut it out… it does not work – you’ll have people running for the hills! Here are some tips that apply to Personality Types, but in general whatever you are selling, make it about the client and what your product or service can do for them – find their buying motivation.
Try out the Sales Dimensions™ Sales Wheel and Selling with Personality workshop.
Don’t sell me clothes! - If my Personality Style is Gold, tell me about how it will last, is it suitable for a business meeting. If I am Orange, tell about what a great impact I will make at the next PTA meeting. If I am Blue – tell how comfortable it will be, and if I am Green, I probably don’t care much about what I wear.
Don’t sell me a house! – If my Personality Style is Blue, sell me comfort, will my children or spouse like it – can I have friends over and have dinner parties and barbeques? If I am a Green personality style – what’s the carbon footprint, can I plant over the lawn? Is there room for my large collection of books? If I am Gold, is it near the best schools? If I am Orange – what’s the curb appeal, does it have a cool interior? I recently did a Personality Dimensions™ session for real estate agents, you can really tell the personality of the agent by the way they write their listings, we tend to talk our own language when we market and sell – that’s why we miss out on selling to all types.
This is just a taste of what psychology makes people buy, essentially, they will buy from YOU, and how you brand YOU. That’s why it’s important to know your own ‘sales language’, how you appear to others, and how you can change your sales language to appeal to a wider audience.
Sell your client on responsibility and belonging (GOLD), authenticity and people (BLUE), knowledge and competence (GREEN) and freedom and Impact (ORANGE). Ensure that your marketing message covers all types and you will boost sales.
How will you know their Style in person or over the ‘phone? – you won’t, you will have to listen for clues and cues that tell you who you are dealing with.
Selling with Personality© explores the unique communication cues and clues that help you identify the personality of your prospect so that you can ‘talk their lingo’, and close the sale.
Sell a solution to the client’s immediate need or problem, and watch your sales numbers rise. Good luck on your journey to success!
I love to help people become their best selves. transition and change is with us always, we are constantly re-inventing ourselves and that requires commitment and a process.