Customers want to feel comfortable during the sales process. Every customer wants to sell him in a way that suits your way of being. There are four common personality types among customers: expressive, consistent, pervasive and analytical.
expressive people see the world in a positive light. They feel comfortable and like to interact socially with others. Generally, they like the recognition and look for situations where they can be the center attention. Customers want the seller expressive show interest in them as people. They like entertaining presentations. Do not rush to decide. Let them talk when they tried to settle with you.
People who fall into the category "constant" are positive and expressive. But they feel more comfortable "behind the scenes", not the center stage. Do not take risks and are usually resistant to change. They want to sell them in a way that does not feel threatened. Must see you reliable and credible. Be sure to listen carefully and be honest.
The dominant are usually very suspicious. They believe that everyone is trying to take advantage of them. Do not want to waste time and want to go "to the point" below. Usually decide quickly and be hard to change his mind. A dominant person can buy from a seller who is well prepared and organized. With these customers, the seller must be direct and to the point. They want a seller to respond to their ideas. Make sure your evidence is compelling and provides all the references you can.
also the "analytical" are suspicious. However they are very detailed. Analytics are perfectionists and love the facts and details. Do not show much emotion, and not like as people who do. People analytical expect you to provide much information. They want you to be well prepared, and be rigorous. Ask clear and logical. Above all, avoid pressure on them, and give them time to think.
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