The Salesman.com Podcast

The Four Personality Types & How to Sell To Them


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There are four different types of buyer
personality types and these personality types make up the acronym STAR.



In this episode we’re going to outline each personality type and then I’m going to share the best way to sell to them.



“Psychopath” is not a personality type that we’re going to cover in this episode and so it won’t help you deal with your sales manager, but for everyone else, if you’re ready then hit that thumbs up button and lets get into it…



#1 Structured



First up we have the “structured” buyer personality type.



Buyers with the structured personality type
think in systems. They don’t want you to give them one piece of the puzzle,
they want to know how everything works altogether.



You will notice a prospect that has a
structured buyer personality type because they will ask you questions like “and
what happens next?” or “what is the previous step”.



When selling to buyers with a structured
personality type you need to give them all the step by step processes they need
to implement to go from where they are right now to where they want to be. Cut
back on the emotional side of the sales process and focus on the analytical.



#2 Technical



Next we have the personality type of the technical buyer.



A technical buyer is someone very
analytical. They want to know every detail about the product you’re selling.



These individuals tend to be the end users
of your product rather than the real decision makers who are in more senior
positions within an organisation.



As long as you’re an expert on your product
and you give the technical buyer personality enough time to ask you questions,
these buyers are the easiest to get on board.



#3 Action-based



Then we have “action-based” buyers.



Buyers with the action-based personality
type tend to be social butterflies. They’re constantly in meetings, taking
calls and networking with everyone they possibly can.



Typically buyers with action-based
personality types are charismatic, competitive and want to get shit done…



Does that found familiar? Well most
salespeople typically have a streak of the action-based personality type too.



When you’re selling to these action-based
personality type individuals you should focus on the fact that you’re similar
and use this to build rapid rapport with them.



Additionally, if you can make these buyers
look good in front of their peers they’re far more likely to want to buy from
you. On top of that, stay out of the weeds, don’t get to analytical and you’ll
have great success closing them.



#4 Relationship



Finally, we have the relationship focused buyer personality types.



Buyers with the relationship focused
personality type used to run middle management in both small, medium businesses
and the enterprise.



20 years ago, salespeople would take these
relationship focused individuals out for lunch, off for a quick round of golf
and that would get deals done.



These days relationship focused buyers are
getting pushed out of management because it’s become more cutthroat and fast
paced.



You can recognise these buyers because they
...more
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