Selling to Behavioral Style:

High-D’s and high-I’s are both decision makers so give them an alternative or two, hit the high points and ask for the order.  

Key Points for selling to High-D’s:  

You can sell a high-D almost anything if you can convince him or her that it will save them time and/or improver their results.  They love making decisions more than anything else in the world so give them a couple alternatives and ask for the order.  Omit the minor details; they don’t have time for them.  Flatter their ego but get right to business.  They will let you know if they want to “chat.”  Ask questions so they can tell you what they want you to do for them.  Give direct answers to their questions and make your answers clear and concise.  Be efficient and ask for their opinion.  Let them know how valuable their time is to you.  Make sure they know when you have done something special for them or their business.

“Turn-offs” for High-D’s:

Never ever waste their time.  Don’t avoid their objections, give them specific direct answers.  Don’t get into the details unless they ask you to.  Don’t be indecisive or “non-committal.”  Never tell them how you “feel” about something.  Tell them what you think about it.  Don’t give them your opinions.  They want options not opinions.  Everyone wants to be important, especially the D.  Let them know that they are the most important person in the room.

Key Points for selling to High-I’s:

Go out of your way to recognize them and their accomplishments.  Plan in a little time to let them talk with you.  Remember, they can sell themselves on your idea if you can get them started talking about it.  The high-I loves to talk and their favorite subject is themselves so always start the call or the meeting with, “How’s it going?”  Use testimonials and drop names.  They love working with famous or well-known people.  Be friendly and don’t dwell on the details.  Support their dreams.  Close quickly, even on the first call if you can.  Keep your name in front of them so they don’t get excited about someone else.  They are very visual-oriented people so send them multi-colored charts and well designed marketing pieces.  They love public recognition.

“Turn-offs” for High-I’s:

Don’t be too “matter of fact.”  They need to be excited about you and your idea or your proposal.  Don’t let them get too far off the track.  Remember why you called them and always ask for the order.  Don’t dwell on the details unless they ask.  If they do ask, explain them in simple understandable terms.  Don’t let them forget important dates on the action plan.  Always contact them to remind them of due dates or meeting times and places.  They live for public recognition so don’t overlook them.

MAKE YOURSELF A GREAT DAY!

Ron Keese