Selling to the Four Temperament StylesWritten by John Boe
To be effective in sales you must learn to develop trust and rapport quickly with your prospect. People want to do business with people that they feel understand their needs and treat them as an individual. Being able to identify your prospect’s primary temperament style is critically important and will allow you to adjust your style to communicate effectively with theirs.
Twenty-four hundred years ago, Hippocrates, father of medicine, theorized that we are born into one of four primary temperament styles and that each style has it’s own unique physiology, character traits and outlook on life; Choleric (aggressive), Sanguine (emotional), Phlegmatic (passive) and Melancholy (analytical). According to Hippocrates, extroverted Choleric (Worker) was short-tempered and ill natured, but had a dynamic desire for action! The extroverted Sanguine (Talker) was cheerful, outgoing and optimistic, but not very serious or organized. The introverted Phlegmatic (Watcher) was slow and sluggish, but could stay calm, cool and collected under pressure. The introverted Melancholy (Thinker) was deep, sad and depressive, but also a thoughtful, gifted and analytical genius. Each of four primary temperament styles requires a different approach and selling strategy. With a little training and practice you will soon be able to use temperament knowledge to enhance all of your relationships.
The extroverted Worker temperament style prefers a fast, bottom line presentation and is generally quick to make a decision. They want you to respect their time by being well prepared, on time and to point. They ask “what” questions. Keywords to use are: Results, Speed, and Control. Workers are practical and are interested in how you can save them time and money. Maintain good eye contact and don't let their demanding nature and intimidating body language unnerve you. Avoid details when possible and give Worker options so you don’t threaten their sense of control. Allow them to set pace of presentation.
Service With a SmileWritten by John Boe
Successful salespeople have ability to turn customers they serve into advocates. They don’t directly ask for assistance, they do it by “going extra mile” when providing service. It is only natural for satisfied customers to refer their friends and business associates to someone they know they can trust to take good care of them. In every walk of life, people who have achieved success in their lives have done so because they have rendered their talent and ability in service to others. Your ability to provide quality service after sale is critical in developing “lifetime relationships” with your customers. Top salespeople have learned that key to their success is “service with a smile.” They understand that their referrals and follow on business is in direct relationship to service they render on a daily basis.
“Going The Extra Mile” Service Tips
1. Always under promise and over deliver. Develop a reputation for reliability; never make a promise that you can’t deliver.
2. Stay in contact and keep good records. Set up a suspense system to track important contact dates such as client review calls and birthdays. Consider sending a personal note or an article of interest once or twice per year.
3. Pay attention to small things. Get in habit of returning phone calls, e-mails and other correspondence quickly.