A good manager must also be a good psychologist. Sales success directly depends on the specialist's ability to establish the right contact with decision makers and decision-makers (persons influencing decision making) and understand how to influence them.
There are several types with fundamentally different approaches to decision-making:
Controllers. They need to be sure that everything goes according to plan and exactly as they imagine it. They do not forgive mistakes. First of all, to themselves. It is important for them to know exactly what their decision will lead to.
Followers. They rely on employment database the previous experience of their colleagues and their own. They are cautious about anything innovative. Their self-confidence is based on choosing reliable options.
Skeptics. Direct and persistent in communication. They question and analyze everything. To convince, they need to be given facts.
Charismatics. They look deeper than others and view the conclusion of a deal through the prism of personal gain.
Thinkers. Accurate and pedantic. Pay attention to details. Make decisions thoughtfully and without haste.
Typology of corporate clients
At the first meetings with corporate client managers, there are usually buyer representatives who are ready to take risks and are not afraid of new things. To make your negotiations more intensive and effective, look for Charismatics among the decision-makers at the corporate client.
According to statistics, the chance of starting a productive contact with them is twice as high as with Followers and eight times higher than with Skeptics. Having established contact with a representative of an organization who is a Charismatic, do not hesitate to start active communication with him, including via video communication. Use eloquence not only to demonstrate the advantages of the product, but also to show its value to the client.
The market has become so saturated and the competition so intense that only those who turn sales into a real art based on knowledge of laws and principles can succeed. Our advice will help you along this path. By applying them, you will be able to stand out among many others, be remembered and establish productive communication with the client by forming his understanding of the value of your product.
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