Ever notice that not everyone is interested in an obviously wonderful product or job opportunity? It might not be WHAT you are offering; it might be HOW you are offering. The key to knowing how to offer the product is to know WHO you are offering it to. Once you know the four main personality types, you will then be able to communicate anything to anyone in a way that will appeal to them. Here are the four types.
1. Dominant.
This person is career, success, and money driven, wants to know how to get to the top fast. IF you treat this person like they are smart and know everything, asking them questions, they will automatically like you. Communicate to them the way they can rise to the top in the business you are offering or explain to them FAST ways to get results from the product. This person does not like to be overwhelmed with petty details; he/she wants to make a fast decision based on solid quick facts. To identify this person, when you ask “tell me about yourself” they will usually tell you about their recent promotion or the position they hold in the company. They might also identify themselves with goals that they have set.
2. Influential.
This person is people and fun focused. If you ask them about themselves, this person will usually do a lot of the talking. They are known to be “people magnets” but can often be afraid of rejection. This person wants to know about the cute fluffy things that the company has to offer, or the immediate benefits or the pretty packaging of the product. Tell them positive stories about the people, if you do so, they will feel a connection with you and want to join in the fun. To identify this person, when you ask “tell me about yourself” they might tell you about the car they drive, and the party they recently attended, or the groups they belong to. You might find it hard to get this person to hear what you are trying to say, and frankly they might just want to like you and go along with the whole thing without even knowing a detail about it.
3. Secure.
This person is family and security oriented. They don’t like to make fast decisions. They like to know how the product or company will benefit their family or how long the company has been around. They are slow to make changes (loyal) and will rarely take a risk. This person needs to get to know you and feel trust in you before they make any decision. Once you win this person over, they will be by your side forever. You can always count on him. To identify this person, when you ask “tell me about yourself”, this person will probably tell you about their family and get into a long story that doesn’t quite relate to the topic, but after a while it will come around!
4. Concientous.
This person is detail oriented and wants to know everything about everything, and if you don’t tell them, they will suspect you are withholding information. This is the person who travels with a lint roller and a pill organizer! If you appear slightly disheveled at the appointment, they will think you are just a mess and might not take you seriously. They love statistics, and after thorough research, they will eventually make a decision. IF there is a flyer about the company, this person will read it. If there is negative press about the company, this person will find it. They want a step by step plan for how to use the product or a detailed list of the duties they would have with the company. To identify this person, when you ask “tell me about yourself” they will ask you what you want to know.
this post by: Rebekah Krieger is an Independent Sales Director with Mary Kay
