The 4 Types of Buyers And How To Completely Captivate Them
Prepare yourself for any sale with this mini guide to buyer personality types.
Think back to a time when you were buying something and felt unsure about the seller’s integrity. Maybe you were uncomfortable with the way they spoke to you, or you didn’t feel armed with enough information to hand over your money on the spot. The seller just wasn’t speaking your language.
In Conversations That Sell, Nancy Bleeke explains that when sellers understand the personality types of their buyers, they’re more likely to clinch the sale. So, study up on these four common buyer personality types so you can offer each of them the conversation they’re looking for. Most everyone you’ll encounter falls into one or two or these categories!
Always on the move and highly motivated, Achievers want to get things done, pronto. They tend to be impatient, fast-talkers who give short timelines and enjoy acknowledgement for their achievements.
Their working style: They will only stop to listen if you can spell out some real benefits.
How to make the sale: Focus on the big picture without the nitty gritty details. Never waste their time or doubt their power, otherwise you’ll lose their respect. Achievers appreciate a seller who is prepared, offers something new and exciting, and can communicate effectively.
Commanders love to be in control of situations. They are natural planners and organizers who tend to be practical, analytical, and somewhat conservative in their approach to business.
Reflectors tend to be patient, friendly, and driven by emotions. They observe situations before acting on them, and may come across as reserved.
Expressors are the open-minded, big picture thinkers. They love small talk and are usually observant of a situation’s impact on others.
Find more tips in Conversations That Sell by Nancy Bleeke, or get the best insights in a 16-minute summary on Blinkist.