Every single business case is individual and it must be dealt with as such. However, when you're choosing which sales template to use, some simplifications might help. Learn to divide prospects into the following four groups and take this into account when dealing with them.
Type no. 1: The client convinced that they are always right
According to Harvard Business Review, these clients are deeply convinced of their abilities and they see any intervention from other people as an obstruction. They are used to making decisions by themselves. If a used car salesman deals with this kind of client, he'd better just hand him the keys, go for a test drive and not speak unless spoken to. With this type of person, you should use a similar kind of presentation, no matter what you're selling.
Type no. 2: The communicative client
Communicative people are usually extroverts who really care about personal relationships. They like talking to people, connecting with them and learning new things from them. They don't like conflict and prefer getting along with everybody. The salesperson's personality is decisive for this type of client. You must get on the same wavelenght in your communication, and your presentation and offer should have a personal touch. Sell yourself and the overall style of the product.
Type no. 3: The „party“ type
Young people are especially among this type of client, mostly those who don't have families and children, but who are already making enough money to afford some luxuries. They like to learn about new things, they like to have perrsonalized products and, above all, they want something unique. This type of person can't feel limited by restrictions; on the contary, you must offer them as much flexibility and personalisation as possible.
Type no. 4: The perfectionist
Some call these people „pedantic“, some just say they're „tidy“. In any case, these are people who like systems and order in everything. You can recognise them easily. They are on time and fulfill your requests without question; however, at the same time, they expect precise and faultless service on your part. You will especially engage these people if you offer them a clear and easily understandable system, order, stability and the assurance that you do whatever you can to take care of your clients.
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