The Way of the Customer

While it's very important to know exactly who you're working with, that's only half the battle. If someone isn't buying what you're selling, there's a good chance you won't be working at all. Here's a rundown of customer habits according to style:

 
RELATERS
Indirect and Open
 

- Like sales relationships based on trust

- Tend to make decisions collaboratively

- Turned off by aggressive, pushy salespeople

- Remain fiercely loyal once trust is establish

- Respond well to personal assurances

- Need gentle guidance to help make decisions
 
SOCIALIZERS
Direct and Open
 

- Make spontaneous decisions when excited about products and/or services

- See benefits before they're pointed out

- Often buy before they're sold

- Hate paperwork; want buying to be simple

- Need document to remind them of agreements
 
THINKERS
Indirect and Guarded
 

- Need time and data to evaluate to make decision

- Sometimes get lost in unimportant details; re-focus them

- Respond well to reducing or eliminating risk

- Want you to exhibit great expertise in your field

- View too much enthusiasm with skepticism
 
DIRECTORS
Direct and Guarded
 

- Want to see bottom-line impact of solution

- Look for purchases that save time or money

- May ask questions to test your competence

- Prefer people who don't waste their time

- Will hold you to every written, verbal and implied promise

- Make fast decisions when they see the benefits
 

 

Here's to more personal insight,


www.alessandra.com

image_1Where the rubber meets the road in your journey to becoming a leader who makes a difference.

A Leader is a Decision Maker will give you the skills and techniques necessary to becoming a successful leader who can make the best decisions for the right reasons. A leader understands that indecision wastes the time, energy, and talent of group members as well as money and opportunity.

Gain the decision-making skills necessary to becoming a successful leader.

To purchase A Leader is a Decision Makers, please click here.


If you like receiving Dr. T's Timely Tips, you'll love adding to or switching from this subscription to "One-to-One from A-to-Z" - an ezine that's customized to match your interests, goals and behavioral style. You'll receive fewer emails, but the ones you do receive will contain articles, tips, ideas and offers that perfectly match your personal and/or professional interests. Subscribing takes less than a minute and you may experience The Platinum Rule® firsthand by opting in here. We will treat you the way you want to be treated!


Dr. Tony Alessandra, author of "Dr. T's Timely Tips", is available as a speaker for corporate and trade association meetings. Teleseminars and webinars are also available. Contact Holli Catchpole at SpeakersOffice: 1-800-222-4383 or Holli@SpeakersOffice.com

SpeakersOffice, Inc.
5927 Balfour Court Ste. 103
Carlsbad, CA 92008

Click here to view a Free Video of Tony.


Click here to check out Tony's Photo Gallery and get a glimpse of what he does when he's not in front of an audience.


Time for a coffee break? Visit Dr. Tony's products and browse while you relax. http://www.alessandra.com/taproducts.asp


Copyright © 2001-2013 Dr. Tony Alessandra