Tuning into the energy frequency of your clients and potential clients enables you to communicate in a style that works for them and increases your chances of success.

Selling to a client with DYNAMO energy

DO

  • Give an overview using a few key points
  • Highlight the big picture benefits
  • Let the client know the significance of the product/service for them
  • Point out new or innovative features
  • Speak in an animated manner, or speak quite quickly

 DON’T

  • Give too much detail
  • Take too long
  • Highlight long term benefits
  • Talk about personal or social things
  • Bring up add-ons or peripherals

Selling to a client with BLAZE energy

DO

  • Be personable
  • Give specific examples of other customers good experiences
  • Smiling is importnat as they will take it as a sign of acceptance
  • Stay on task
  • Dont get too distracted by stories
  • Speak in a casual, friendly manner

 DON’T

  • Highlight specifications and minute details
  • Stick to business without socialising the conversation
  • Go through a rehearsed process without involving them
  • Be emotional, talk about what they will love about it
  • Rush the process

Selling to a client with TEMPO energy

DO

  • Take time to go over the full advantages and benefits
  • Explain any side benefits and peripherals that are relevent
  • Provide testimonials that highlight facts
  • Involve them in the process by asking what they think
  • Move at a steady, even pace

 DON’T

  • Focus on emotional responses of others
  • Give opinions over facts
  • Leave out key elements
  • Do all the talking without getting their input
  • Rush the process

Selling to a client with STEEL energy

DO

  • Know your stuff, dont make it up!
  • Be able to show a bottom line on price and features
  • Highlight any productivity benefits to them
  • Show them all the specifications
  • Take….your….time

 DON’T

  • Try to fake your way through numbers and specs
  • Focus on small talk or emotional testimonials
  • Waste their time, its a valuable asset to them
  • Talk in generalities, they want specifics
  • Focus on the big picture benefits, they will be more interested in the details

 What style are you? Take the test and find out!

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