Understanding your prospects makes major difference in building your business. People buy "stuff" worth countless money a year. But why should they buy from you?
Personality Traits Influence Buying Habit
If we understand people better, we can understand why they buy, when they buy, who they buy from and what they like to buy. Psychologist Dr. William Moulton's (http://www.discprofile.com)work with personality/behavioral types led to the DISC behavior profiling system, which can "predict" how a specific behavioral type reacts to different selling and social situations as well as interpersonal relationship.
D (Dominant) type
They are direct, driver, demanding, determined, decisive, doer. They are risk-taker, self-starter, task-oriented, always on the go. They like to win, be right, need the control, and are quick in making buying decision. Tell rather than ask. Focus on own goals rather than people.
They buy because they have to have it. They buy on the spot even before you finish your presentation. They buy from people who give a great first impression. They buy whatever they spontaneously want and don't want to wait.
I (Influential) type
They are inspiring, impressive, interacting, interesting. They are popular, like fun, being the center of attention, gain energy when surrounded by people, fond of influencing others' decision and are afraid of being rejected or excluded by people. Poor time managers. Focus on people rather than task. Attracted by new things and future.
They buy or join an organization because the product is new and cool to have and/or they simply want to be included in a group. They buy spontaneously when it's easy and when they have money. They buy from people who are fun to be with, who aren't negative and full of energy. They don't care for details, so just make the buying process fun, easy and spontaneous.
S (Steady) type
They are submissive, stable, supportive, shy, status quo. They are patient, relational, harmonious, loyal and slow-paced. They don't like confrontation and being pushed around. They ask "how" and "when" rather than tell.
They buy because it is a necessity or offers functionality. They buy after a lot of thinking and ensuring it is right for them. Therefore, allow them more time in decision making process. Being pushy will scare them away.
Trust is the key for them. They buy from people they trust and people who do not push them.
C (Conscientious) type
They are cautious, compliant, correct, calculating, concerned, and careful. They are logical, fact-based, organized, critical thinker, detailed oriented, push toward to excellence. They like to ask "why" and "how".
They buy or join because it is the right choice, a correct and practical selection. They buy after researching all the alternatives to ensure their selection. They buy from people with integrity, authority and deliver results. They buy practical, above-average quality items, things that make sense by adding value to their lives.
Knowing Personality Traits Also Works For Other Relationship
Understand your prospects may also apply to any interpersonal relationship in workplace, community, or at home. Understand your own personality trait and of your spouse and children will enhance the effectiveness of your communication with people, thus avoid unnecessary confrontation.
To sum up:
With Dominant people
1. Build respect to avoid conflict
2. Focus on facts and ideas rather than the people
3. Have evidence to support your argument
4. Be quick, focused, and to the point
5. Ask what, not how
6. Talk about how problems will hinder accomplishments
7. Show them how they can succeed
With Influential people
1. Be social and friendly with them, building the relationship
2. Listen to them talk about their ideas
3. Help them find ways to translate the talk into useful action
4. Don't spend much time on the details
5. Motivate them to follow through to complete tasks
6. Recognize their accomplishments
With Steady people
1. Be genuinely interest in them as a person
2. Create a human working environment for them
3. Give them time to adjust to change
4. Clearly define goals for them and provide ongoing support/training
5. Recognize and appreciate their achievements
6. Avoid hurry and pressure
7. Present new ideas carefully
With Conscientious people
1. Warn them in time and generally avoid surprises
2. Be prepared. Don't ad-lib with them if you can
3. Be logical, accurate and use clear date
4. Show how things fit into the bigger picture
5. Be specific in disagreement and focus on the facts
6. Be patient, persistent and diplomatic
Once you have the knowledge of personality traits, it facilitates the effectiveness of communication; conflicts will be avoided to a great deal. It works wonder in both business and interpersonal relationship.
No comments:
Post a Comment