Let’s face it – not everyone is a natural salesperson. For those uncomfortable with the stereotypical style of a hard sell, business goals may seem out of reach. Never fear! You can achieve sales success without compromising your personality by following some of the guidelines below!
George Dudley and Shannon Goodson have developed a six-factor model of selling that takes into account different personalities and comfort levels.
The six styles they outline are:
Competition-oriented sellers are persistent in persuasive efforts. They don’t take no for an answer and will do everything within his or her power to close the deal.
Sellers who are Image-oriented rely on their reputation and credibility to help them stand out from the crowd. Their reputation has done most of the work ahead of time and customers usually seek out Image-oriented salespeople.
Need-oriented sellers focus on, you guessed it, the needs of the customer. They are diplomatic, quick to respond, and start relationships by asking questions meant to discover the customer’s real needs. They are problem solvers and are skilled at calming fears of reluctant clients.
Product-oriented sellers are extremely knowledgable about features and benefits of the product they are trying to sell. They are educators at heart and good at explaining complicated processes to their customers.
If you walk away from transactions with new friends, chances are you are Rapport-oriented. These kinds of sellers build and develop relationships with their clients, gaining trust and almost becoming business partners with their customers. Communication is key for this personality.
Service Oriented selling.
Service-oriented sellers fall somewhere between Rapport- and Need-oriented sellers. These sellers are able to explain and follow through on exceptional services, unique to their personality and brand.
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