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!
And receive your FREE Talent Dynamics e-guide for sales