An amiable’s office is most likely open and welcoming with pictures of family or friends. Give them plenty of options to choose from and make sure they feel they’re in control of the situation.ĭo you know someone you would describe as a “people person”? Someone who can unite a group of people under a cause and bring a team together to accomplish a task easily? An amiable is not competitive or assertive, but is rather more concerned about relationships with others. Stick with the facts in presenting to drivers and get right to the point. They rarely worry about what others think and feel and tend to do business across the desk rather than side-by-side. A lot of professional football players are driver personalities who focus only on winning the game they’re in and excel at making split second decisions. They want to know “what.” The main difference is that a driver makes a quick decision. Like the analyticals, drivers like to have all of the facts before making a decision. Allow them plenty of time to analyse and make their decision.ĭo you know someone who wants to be in control of every situation and who is competitive enough to want to win at everything? This is a driver personality. Slow down your presentation and let them ask plenty of questions, making sure you stick just to factual answers. Never challenge an analytical’s facts or opinions overtly. The best way to deal with an analytical buyer is to present them with just the facts, the timeline, and the expected results. They are normally a financial or technical type of person, and perceive themselves as experts in their field. They want to know “how.” Do you know someone who wants the facts before they make a decision? This type of buying personality likes to know the pros and the cons and all the details before making a decision. These personality styles will help you adjust and adapt your natural selling style to one that your buyer will react better to:
The following four buying personality styles are based on patterns of communication behavior identified by David Merril and Roger Reid. Since people’s buying personality styles are as different and unique as individuals are, you can only expect to get a general feel for their characteristics. It’s the individual who can adapt his or her style to that of the prospect or customer.Īdaptive selling is when a salesperson customises his or her presentation to a prospect’s or customer’s buying personality style. It’s not the most talented, most articulate salesperson that sells the most. It is the one that is most adaptable to change.”Īnd it’s the same in the sales arena. “It is not the strongest of the species that survives, nor the most intelligent that survives. Charles Darwin succinctly summarised his theory on adaptation:
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