Connect with customers by understanding their personality style.
By: Liz Wendling
Have you ever experienced an immediate connection with some customers while others seem to rub you the wrong way? That's because we respond intuitively to the natural chemistry between personality and temperment styles. Why do people do what they do? Act the way they do? Why are some people easier to read than others? Everyone is one of the four types. Once you know a person's type you can start to predict their behavior and communication style to sell more effectively.
The 4 Personality types based on the book “The Color Code” are Reds, Blues Whites and Yellows.
REDS: They are impatient and goal-oriented and prefer a fast, bottom line presentation style. Be on time and well prepared. Avoid small talk and get right to business. They are quick to make decisions.
BLUES: They are cautious and frugal and prefer a slow, detailed presentation and require time to warm up. They will "shop your numbers" to make certain they are getting the best deal possible. Reduce their fear of making a mistake by giving them evidence and guarantees.
WHITES: They are peaceful and stoic and prefer a slow, deliberate presentation and require time to warm up. They have a need to accommodate others and are natural born procrastinators.
YELLOWS: They are playful and friendly and prefer a fast and entertaining presentation style. Keep them focused on the subject and allow time for them to express their opinion. Keep your presentation big picture - avoid details and numbers.
So the next time anyone else gets under your skin or you connect instantly - pause and observe, take a little time to reflect and identify where we are coming from and what their personality type might be.
No part of this publication may be reproduced in any form or by any means, electronic, mechanical, photocopying, recording or otherwise, without the prior written permission of the publisher.
Have you ever experienced an immediate connection with some customers while others seem to rub you the wrong way? That's because we respond intuitively to the natural chemistry between personality and temperment styles. Why do people do what they do? Act the way they do? Why are some people easier to read than others? Everyone is one of the four types. Once you know a person's type you can start to predict their behavior and communication style to sell more effectively.
The 4 Personality types based on the book “The Color Code” are Reds, Blues Whites and Yellows.
REDS: They are impatient and goal-oriented and prefer a fast, bottom line presentation style. Be on time and well prepared. Avoid small talk and get right to business. They are quick to make decisions.
BLUES: They are cautious and frugal and prefer a slow, detailed presentation and require time to warm up. They will "shop your numbers" to make certain they are getting the best deal possible. Reduce their fear of making a mistake by giving them evidence and guarantees.
WHITES: They are peaceful and stoic and prefer a slow, deliberate presentation and require time to warm up. They have a need to accommodate others and are natural born procrastinators.
YELLOWS: They are playful and friendly and prefer a fast and entertaining presentation style. Keep them focused on the subject and allow time for them to express their opinion. Keep your presentation big picture - avoid details and numbers.
So the next time anyone else gets under your skin or you connect instantly - pause and observe, take a little time to reflect and identify where we are coming from and what their personality type might be.
No part of this publication may be reproduced in any form or by any means, electronic, mechanical, photocopying, recording or otherwise, without the prior written permission of the publisher.
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