Page 323 - Training 2019

Then we have the 4 different Character TYPES.

And how to handle each personality type:

1. Analytical
2. Driver
3. Amiable
4. Expressive

Recognizing personality types and being capable of working with them at their level
will make selling more fun, help you reach your sales goals, and have a very positive
impact on your income. Know how to handle each personality type:

1. Analytical:
a. Likes facts and detail
b. Money and numbers oriented
c. Wants to know “bottom-line”
d. Works best independently
e. Very neat and organized
f. Stickler for timeliness
g. Not much of a risk taker
How to handle them
Let them feel they are right
Give them facts first
Stress rational, logical reasons for buying
Observe time constraints
Compliment them regularly
Give quick, precise answers
Use a direct close

2. Driver:

a. Gets right to the point
b. Limited on time
c. Always busy
d. Wants immediate results
e. Risk taker
f. Likes multiple choices
g. Needs to have the power
h. Works best independently
i. Focuses on positives

SALES TRAINING MANUAL 4
Updated - 28 March 2018