Welcome to this issue of "Dr. T's Timely Tips" by Dr. Tony Alessandra. Please send your feedback to DrTony@Assessments24x7.com!

The Way of the Salesperson

Some salespeople may be aggressive in their tactics, but knowing what type of personality they have should help you relate to their methods, and perhaps even result in an experience that's mutually beneficial. Below is a description of each type of salesperson's styles and manners.

Indirect and Open

- Build relationship before building sales

- Go through sales process methodically

- Drill down into needs/ outcomes/ problems

- Seldom push for a close

- Excel with fewer customers; deeper relationships

- Tend to internalize rejection

- Great at inside sales/customer service

Direct and Open

- Great at presenting/ persuading/ networking

- Best at selling things that do not require a lengthy follow-up

- Adept at converting features into many benefits

- Get bored easily

- Don't like paperwork/administrative detail

- Struggle at selling high-dollar products

Indirect and Guarded

- Tend to provide data and logical information

- Perform better when solutions provide technical benefits

- Work well with professional buyers

- Do well exploring problems and explaining how the solution will perform

- Excel in exploring and collaborating

- Strong when it comes to technical selling

Direct and Guarded

- Tend to launch right into presentations

- Get right to the bottom-line benefits

- Avoid small talk unless required to make sale

- Like cold-calling more than most people

- Prefer situations where quick decisions can be made

- Aggressively tackle tangible sales goals

Here's to more personal insight,


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