The Secret to Less Stressful Ethical Sales and Marketing
Have you ever tried deciphering a language without knowing its alphabet?
That’s precisely how sales and marketing can feel without a grasp of the different client personalities.
The issue very few sales training address is that who you are talking to and their personality traits can change right in the middle of a conversation.
Think about your last 2-3 sales conversations:
Did the mood of the prospect change while you were talking?
Did the client’s concerns and questions change during the conversation?
Most of us are so stressed in sales conversations, we rarely notice the clues our clients are giving us to help us understand what they need in the moment!
At the Ethical Sales Institute, we’ve developed a simple set of tools and techniques that help you read your client’s mind.
These resources instantly let you know:
- which client personality you are speaking with right now (so you know how to navigate the conversation)
- How to build a stronger relationship with them today!
I’ll tell you more about that in a minute… first, let’s look at the 7 Client Personality Types you’ll run across in most sales conversations, and a little of what they sound like.
I bet you’ll recognize them all!
Buyer Biographies: The 7 Client Personality Types
1. THE DREAMER
- "I know that I'm destined to live my true vision, I see it so clearly, it just hasn't clicked yet."
2. THE LOOKIE LOO
- "I'm not in the market to buy anything. Why don't you tell me all about it anyway? I'd love to hear."
3. THE VAMPIRE
- "Oh, that's interesting...tell me more. And what else? Can you hook me up with xyz?"
- "I'd love to pick your brain about..."
- "Do you have any recommendations on what I should do about..."
- "Who do you use for...?"
4. THE SALESPERSON
- “Sure, that sounds great." (dismissive)
- What you just said reminds me of this incredible offer I have and I think you would really benefit. Let me tell you all about it..."
5. THE SKEPTIC
- "Hmmmm, really? I'm not sure if that's correct. That's not my experience."
- "Woah, that's expensive! Why do you charge so much?"
- “Yeah, I hear what you're saying, but I'm not sure I agree with that.”
- "I don't know. I need to do more research."
6. THE INTUITIVE LEAD
- "Wow, this is so unexpected, and the perfect answer to my prayers."
- "I am so glad I found you, THIS is the thing I didn't know I was looking for."
7. SINCERE LEAD
- "I know that I am ready to proceed with doing this work, whether with you or someone else."
- "I'm looking forward to exploring what it might look like to work together. What are next steps?”
Do any of those sound familiar?
Now, you might wonder, “Why is it essential to identify these personalities?”
If you can’t recognize who you’re talking to, you’re venturing into the realm of miscommunication, missed opportunities, and disappointment.
By understanding the core motivations and mindset of each personality, you can…
- Tailor your approach
- Build trust and rapport
- Establish a successful business relationship
The Benefits of Mastering the Client Personality Puzzle:
Avoiding Missteps:
- By identifying the client's personality upfront, you'll never be taken off-guard, ensuring smoother interactions.
Building Trust Quickly:
- Clients feel understood and valued when you can cater to their unique personality, fostering trust.
Accelerating the Sales Cycle:
- No more shooting in the dark!
- With clarity on client needs, you can zero in on the right pitch faster.
Boosting Your Reputation:
- Being attuned to client personalities shows you are a genuine and ethical service provider, ensuring word-of-mouth referrals.
Your journey in ethical sales isn’t about pushing for a ‘yes.’ It’s about understanding, clarity, and co-creation.
When you step into the shoes of your potential clients, you see the world through their lens.
And when you genuinely aim to add value to their lives, you foster lasting relationships and uphold the true essence of sales: service.
I invite you to begin mastering the art of identifying the 7 Client Personalities.
Because when you do, every conversation becomes a harmonious dance, leading to mutual growth and success.
Marla Mattenson in collaboration with ESI team
With a 25+ year career, Mattenson is a trailblazer in transforming sales paradigms from transactional to relational for professionals who prioritize the integrity & fulfillment of their services. She is a champion of consent-based sales.
www.instagram.com/marla.mattenson
