Page 65 - TCDB combined Book

Chapter 2 SALES 41

Client Types:

Prospects will offer a variety of personality types that should be considered when
carrying out your sales effort. The following general types are presented.

Undecided Type

Authoritative Type

Unconcerned Type

Undecided Type:

This type of prospect can hide his objections well due to his indecisive
nature. Be prepared to use a thorough detailed approach in your dealings with this
individual who can also be a very agreeable type. Make sure to deal with all
hidden or obvious objections or this type of prospect will never appear ready to
close the sale. Summarize the benefits and any resolved objections more than once
to motivate this type of prospect to buy. Do not assume that indecision or silence from this type
is a rejection of your proposal. The key point here is to listen and make this prospect talk.

Authoritative Type:

This type of prospect will attempt to control your sales effort. Do not
argue, debate or match wits with this personality type. Identifying and
addressing “hot buttons” with this type of prospect can be very important.
Replying to all the concerns raised by this prospect through a special benefit
and solution page in your proposal can bring this type on side.
Acknowledging agreement with specific points that are important to this type
of prospect can also help alleviate the one-sided interaction that can dominate your discussions.
This type of prospect will want to establish that he is more knowledgeable than the salesperson.
Open up this type of prospect with answers that restate his questions such as “what you are
saying Mr. Prospect is that you would like the blue model” rather than “you realize Mr. Prospect
that the model will be blue.” Closing the sale can occur without any obvious signals, so listen
and be prepared to close at anytime.