Driving forces for selling the high-D:

• Prepare your sales presentation for efficiency.  OMIT THE MINOR DETAILS.
• Give them alternatives and encourage them to make the decision.
• Flatter their ego but focus on the immediate sale.
• Start with business—they’ll let you know if they want to chat.
• Ask questions so they can tell you what they do and what they want.
• Stress opportunities for prestige, challenge, and efficiency.
• Give direct answers.
• Emphasize the results and the bottom line.
• Ask for their opinion.
• Be efficient.

Driving forces for selling the high-I:

• Provide recognition of their accomplishments.
• Let them talk for awhile.
• Use their own word to direct the conversation back to business.
• Use testimonials and drop names.
• Provide a friendly environment.
• Don’t dwell on the details.
• Support their dreams.
• Summarize the key selling points.
• Don’t let them get lost in the facts and data.
• Be enthusiastic and have fun.
• Close quickly, even on the first call if you can.
• Give them some choices.

Driving forces for selling the high-S:

• Be sincere; use a quiet manner and simple explanations of the details.
• Encourage them to involve the family in decisions, especially if the family benefits directly.
• Never ever use the hard sell.
• Give them time to think it over.
• Give them assurances and reassurances that their decision is right.
• Stress the security of acting now as opposed to the loss of security from waiting or acting later.
• Give full explanations.
• Show them how you can handle all of their financial needs.

Driving forces for selling the high-C:

• Present you ideas in a non-threatening manner.
• Find ways to minimize risk.
• Never ever use the hard sell.
• Give a complete proposal and explain all the details.
• Stress the security of investing now as opposed to the loss of security if they wait.
• Do not over-promise.
• Sales presentation must be consistent with the sales material you will give them.
• Send them the information before the meeting so they can do the analysis on their own time.

Under the heading: “People do business with people they like.”

I read a story about a salesperson at a Pontiac dealership that was a high-S.  He was showing a couple the new Pontiacs and read them as both being high-C’s.  They told him right up front that they planned to buy a Ford from the dealership up the street.  They just wanted some information on comparable Pontiac models.  The salesperson didn’t push them in any way, but gave them the information they requested.  As they were leaving he gave them the name of a salesperson at the Ford dealership that would “take care of them.”  He thought the guy at the Ford place was a high-D and he was pretty sure he didn’t know how to read people.  Three days later the couple came back and bought a new Pontiac from him.  People do business with people they like.

MAKE YOURSELF A GREAT DAY!

Ron Keese